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Great job Joe!!!
Joe ~
Super job! Hitting a 'Driver Personality' right off the bat is a tough indoctrination to go through!!! Especially in a Board Room setting!!! Talk about being swept out of your 'Home Field' advantage!!! A few words of advice to keep in mind if you find yourself in front of a 'Driver', in that particular setting again. When he makes that statement to you: Stay in control... Don't make any sudden moves... Talk with a firm voice, no crackling... Don't show any fear in your eyes... And most importantly... Have easy, fast access to your Red Pepper Spray, if necessary!!! ;-) LOL (Just kidding!) But really... Do your best to stay in control of the presentation. It's YOUR presentation and YOU'RE there to increase sales for THEM. Stay in control with open-ended questioning... Discover what's important to them. Their experiences with past advertising. Why they chose to do what they did. Were there any problems or concerns. Did they have a good return of investment. Tweak the 2 Page Questionnaire to your needs. It can be a deadly tool for you. Plus if you're knocked off your thought process by a Driver again, you have your Questionnaire to fall back on. Make plenty of notes! Also... Don't "Spill your candy in the lobby." In other words... Don't solve their problems or provide a solution until you get where YOU want to be. You aren't doing this for free! Get a commitment from them BEFORE you provide all of the solutions. I have a number of accounts I have walked away from, and left in disarray knowing they've needed help, because of their responses. Don't solve their problems, issues and concerns until you have a commitment. You can always come back at a later time to see how they're doing. There are times too I get a phone call the next month to come back and work with them! Be in Demand - Not demanding! A favorite walking away phrase of mine I use is this, "Maybe it's easier for you to stay with what you've got, rather than make the change?" See what their reaction is and go from there. Unless you need the practice "Selling" in front of people, I would move on to the next prospect. Choose who "YOU" want to work with Joe. Not the other way around. Sounds like you did very well... My fingers are crossed for you! Thanks for the kind words about my Special Report too. Knowing it has helped one person makes the time I put into it worth it. (Send a "Success Story" in and I'll put it into the next issue with a resource box for you.) Success and Regards... Mike http://www.CrashCourseMarketing.com Get your copy of the Special Report |
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