Persuasion Sales EQ and the BASIC Stakeholders

What are the 19 terms of the “Talking the Walk and Walking the Talk”

·      Client – A customer or buyer with an ongoing relationship or who has made a purchase.

·      Prospect – A potential customer identified as likely to buy or benefit from the product/service.

·      Pipeline – A tracking system of all sales opportunities, from initial contact to closing.

·      Lead – An individual or organization showing interest in the product/service but not yet a prospect.

·      Decision Maker – The person with authority to make purchasing decisions.

·      Gatekeeper – Controls access to the decision maker.

·      Conversion Rate – Percentage of leads who progress in the sales pipeline or purchase.

·      Value Proposition – Unique benefits that make the product/service appealing.

·      Cold Calling – Contacting potential customers with no prior interaction.

·      Warm Calling – Contacting prospects who have already shown some interest or awareness of the company/product.

·      Prospecting – Actively searching for potential customers or leads.

·      Qualifying – Determining if a prospect has the need, budget, and authority to purchase.

·      Needs Assessment – Determining the client’s specific needs to provide a tailored solution.

·      Churn Rate – Percentage of customers who stop buying or using the product/service within a given time.

·      Proposal – A document outlining the terms, costs, and benefits of a product/service.

·      Sales Cycle – The series of steps from initial contact with a prospect to closing the sale.

What is the typical driver of most people’s actions? What do they use to justify those actions?

People act on emotion and justify with logic

Name the 5 BASIC stakeholders

Buyers, amplifiers, seekers, influencers, coaches

Buyers

The decision makers (DMs) with the ultimate authority to say yes or no.  

Amplifiers

a.     stakeholders who see a problem or gap

b.     Advocates for change

c.     Influence is indirect

d.     Leveraged in bottom-up strategies to push decision makers

Seeker

a.     Sent to look for information

b.     No buying authority or influence

Influencers

a.     Can be advocates, naysayers, or agnostic

b.     Relationship development

c.     Turned into advocates

Coaches

a.     Insiders who are willing to advocates

b.     Insider information

c.     Key to long-cycle sales

Name the 6 desirable outcomes of any sales deal

a.     Qualify

b.     Information

c.     Appointment

d.     Rates/prices/demo

e.     Understand pain points

f.      Gain small commitments