1: “Think about a typical medical-surgical nursing unit,” the Omnicell sales professional says to his prospective client, a major hospital system, Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.
Omnicell helps health-care facilities manage and distribute medications and supplies more efficiently.
“Pretend for the time being that you’re in California and that your nurses only have five patients to care for,” … continue reading
1: The salesperson rips a piece of paper out of a notebook.
The piece of paper is the prop, Erik Peterson and Tim Riesterer write in their powerful book, Conversations That Win the Complex Sale.
The sales rep says: “Imagine that this piece of paper represents all the information that your salespeople need to communicate to their prospects about your company.
“The question is, how much of that information … continue reading
1: “Picture a room with about 10 people from Ford sitting around a table,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
In front of the room, a salesperson stands with two flip charts.
“After several months of unsuccessfully trying to sell a laser device to Ford’s plant managers, this salesperson knew that she needed to change her approach,” Erik and Tim … continue reading
1: “A lot of people enjoy the Geico gecko commercials,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“They’re fun, and they get your attention,” the authors note.
Beyond entertainment, these commercials clearly communicate Geico’s main value proposition in just 30 seconds: “Fifteen minutes can save you 15 percent or more on your car insurance.”
“It’s perfect,” they note. “Simple, specific, and … continue reading
1: Let’s go back in time to when you were dating. Perhaps that is you right now.
“Now, what happens to you when you go out on your first date?” Erik Peterson and Tim Riesterer ask in their powerful book Conversations That Win the Complex Sale.
Let’s say you start talking about yourself. And you keep talking about yourself. You spend the whole date talking about yourself.
What’s going … continue reading
1: The competition isn’t always the competition.
The real competition is often the status quo. Or, doing nothing.
“When you’re facing any kind of decision that’s a bit complex, you’ll put off making that decision until you’re sure which choice is the best,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
“Unsure about where they should invest their money, time, and … continue reading
1: The prospective customer looks up and says, “We are also interviewing ABC company. They are a good company, and their prices are better than yours.”
What exactly is happening here?
“Tell me why I should buy from you,” is what the prospect is really saying, writes Jeffrey Fox in How to Become a Rainmaker.
Jeffrey explains: “The customer already knows ABC is a good company. The customer already … continue reading
1: “It was a typical diner,” Jeffrey Fox writes in How to Become a Rainmaker. “There was a counter, booths, and tables.”
The waiters were primarily high schoolers working for the summer.
“One customer was upset about something,” Jeffrey writes. “He was angry with one of the young waitresses. He was loud, rude, and nasty.
“Perhaps she had made an error on the bill, or there was not enough … continue reading
1: The prospective client says, “The motor is too loud.”
Or, “I don’t like forest green.”
She is objecting to the noise of our product. Or, the color.
“Rainmakers welcome customer objections,” Jeffrey Fox writes in How to Become a Rainmaker, “because they know objections are simply the way customers express their desires.”
When we’re told: “Your price is too high,” we know our prospect’s objective is to … continue reading
1: The Rainmaker knows.
If we are at a cocktail party with customers, we are not there to party.
If we are playing golf with a client, we are not there to play golf.
“These are business meetings or sales calls or both,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.
“Some salespeople,” Jeffrey observes, “actually care what golf … continue reading
