Written by Sean McPheat |
Let’s say you’re going to visit a new prospect. You have all the details you need and you’ve prepared for the visit. The only thing you need to do now is get to their office or place of work to start the process.
Many will use their satellite navigation system to get there, especially if they’ve never visited before.
What do you do first? Yes, you set the destination, either the full address or post or zip code of the prospect. This is your end goal.
What does the sat-nav system then work out?
Well, many say it’s the route or the journey.
In fact, the system works out its current location first, the position it finds itself in, after finding a specific satellite.
Then it works out the best options to get there, using any criteria you may set for it. The quickest direct route, or missing out toll roads, or going via a specific location; it will direct you as you program it to.
What does it then do? It takes you on the route, offering changes to the route if it comes across traffic jams, obstacles on the way or better alternatives. Eventually, and hopefully on-time, you arrive at your destination.
Most of us take all this technology for granted, and simply switch off the sat-nav when we get there, forgetting how this little marvel helped us achieve our goal.
But what if we used the same principles in our discussions with prospects? What if the processes we followed were in line with how the sat-nav worked? Would that be helpful? Let’s see:
1) Set the destination. Ask the prospect what their end goals are, what they hope to achieve, what results they would get when they achieved them.
2) Determine the current position. Where are they now in relation to their final destination? What is wrong with the current situation that makes them want to change?
3) Plan the route. What journey do they need to take in order to go in the right direction? What changes are needed to achieve the final destination, the results they want to get?
4) Plan for contingencies. What has to change if obstacles present themselves on the journey? What contingencies might have to be put in place to deal with unplanned occurrences? How can you help the client as the journey continues?
This is a good process to follow if you need a plan to discuss with the prospect. End result…current position…gap analysis to close the distance…plan of action to achieve the result.
Try it out and see if the sat-nav way of working would help you help the prospect achieve what they want.
Originally published: 21 February, 2013
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