Getting to “Know”

Circle 3 takes a slightly different approach to developing sales programs.  Most people prefer to self-analyze their buying options in opposition to the confrontational approach many sale people take.  Sales trainers are continually comparing sales to fishing.  So if you are in fact “fishing”… are you likely to catch more fish sending in your pit-bull -or elaborately preparing a display of bait that has just the right look, smell, texture, feel, and sound to drive them all into a feeding frenzy?  Most likely it’s the latter, right?  All of us come running for for the right meal, vacation, car, spa, desert, etc., don’t we?

The key elements to baiting your buyer to want to jump on your fishing hook is based on four of the six senses; sight, sound, touch, and of course, “feeling.”  You see at each stage of the sales process, there is a psychological or mental gate that each prospect must pass through (and you must close them on), in order to effectively create a “convert” of what your company offers. You want that fish to tell all the other fish where the best meal is, don’t you?

Creating converts is ultimately what we are after. Of course you want to make the sale, but is it not far better to have a person who understands and believes in your philosophy, and the product{s) or service(s) you have provided them?  Of course it is.  Think about what happens when you experience that process yourself:

For all of you runners or joggers out there; in which situation are you the better customer?

1. (what most of us typically do)… You see a shoe ad about a top brand shoe on sale; and you go into the store and tell the salesperson your size.  They let you try the shoe on, you buy them and then go back home.
2. Or you see an ad about a new running shoe that bullet-points all the advantages on how the insole system is designed to match your body weight distribution, perfectly fit your instep, and remove 87% of the shock impact while you run.

Wouldn’t you not only feel better about your buying decision, but get even more excited if when you arrived  the salesperson shared with you (in detail) exactly how the shoe performs.  Next they bring out a model of the shoe cut-in-half and show you all the details as to why the shoe performs the way it does, and they allow you to touch and feel the difference compared against other top brand shoes.  Next they allow you to run on an indoor track so you could experience for yourself and KNOW for sure that these are the right shoes for you… before you buy them.

After an experience like that; wouldn’t you buy them on the spot if you had the dough?  Wouldn’t you tell all of your running buddies about your incredible experience. Of course you would.  Because that is what they created for you, isn’t it?  An experience of…

“Knowing”

Chances are each time you or any of your family needed a new pair of running shoes, you would, from that time forward, always first think about, and probably even buy the same shoe?  Why?  Because they created a feeling of “this all feels right.”  The salesperson was professional, the shoe delivered on the stores promise, it performs, it all feels credible to me.

You are probably now wondering; “how does a sales system for running shoes effectively transfer over to my particular sales market?”  Is today’s buyer still interested in knowing the specifics or facts of the product or service you offer?  The answer is “of course they are.”  The problem is there is so much information in advertising today that the buyer has a very difficult time distinguishing whose facts are “real.”

Today’s buyer no longer has the time to pick through all the information channels like; print, the World Wide Web, social media, blogs, micro-blogs, radio; TV, infomercials, etc. The buyer is again confused and frustrated because the initial credibility of the company and/or the message has not yet been established.  Today’s buyer relies more on credible features that grab their attention. Once achieved, they will then delve onto the specifics or facts upon determining the worthiness of their time to do so.

The Power Profit Sales System establishes credibility through the initial (attention grabbing) senses first and foremost… based on the product, service, industry and media. Then it systematically communicates credibility through four of the six senses so that only one thing rings paramount… TRUTH!

If you look up truth in the dictionary, TRUTH is defined as;

“That which is considered to be the “Supreme Reality” and to have the Ultimate Meaning and Value of Existence.”

Therefore TRUTH in Marketing, Advertising and Sales would be the communication of any product, service, or opportunity that proves its “Supreme Reality” by possessing “Ultimate Meaning” and “Value” above all others… then delivering it through all the credible channels and media.

You see, in everything we do at Circle 3; we first do it our self… then test it out with several companies to prove its success.  This is not just another sales system some self-proclaimed sales guru is writing his or her book about. This is something we have actually done ourselves, and KNOW it works!

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The 11 Psychological or Mental Gates

There are 11 psychological gates in getting your prospects to close.

1. The Introduction — The Introduction is the first gate of conversion as it instills the feeling of “this is something positively different.”  The Introduction can be delivered through print ads, banner ads, blog posts, radio, TV, cable, broadcast, referral cards/letters, etc…
2. Reception Interview — The first step to counseling.
3. Show Up Prepared — Do your homework; get facts on previous buys. Find out about the current product they are using.  Know this up front so you are armed and in control.
4. Passively Establish Control And Authority — We develop a dialogue script that effortlessly creates this for any situation.
5. Empty The Bag — Discover their first buying experience, what situation caused them to need or want to look for what you offer, what problems and frustrations occurred along the way, how many times did they buy in search for what you offer — yet still came up short.
6. Payback Investment -vs- Cost — Prove your value.
7. The Mental Buy-In — Help them see the light.
8. The Problems With Today’s products/services/opportunities — Go through a visual brochure, DVD or website, if you have one, and let them visually relate to these issues.
9. How Your Product Fixes That — Explain what you’ve done to overcome all these issues.
10. Building The Dream — Help them make it their reality by giving them an opportunity to feel and experience the difference.
11. Closing Dialogue — Now you are set to close using a phrase as simple as… “So… are you ready to create this kind of reality for your company?  Great!  Let’s get started.

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Sales Development and Management

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» Contact us about scheduling a FREE 45 minute sales analysis interview for your company.