Sales Gold: Converting Want Into Demand, Part II

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It’s not what they say, it’s how they feel. A common sales error which leaves fails to escalate from want to demand is misinterpreting the reason given for the real reason for your product or service.

Prospect:  “The equipment keeps breaking down; I need something dependable.  Salesperson: “Oh, our product is very high quality and never needs repair.” This is “sales noise” and omits probing. What equipment does he have? (vital to know not only in the sales process but for competition intelligence also). Hmmmm…good brand…should not be breaking down. More probing needed. (I never take the first thing the prospect offers as the buying signal or real reason of the need until I dig in and get an emotional reaction: a smile, a realization, a comment that is not in the level of boredom).

Rule: Don’t mistake a comment for the real reason. It is something you DISCOVER. New to you, and ideally new to the prospect.

Arte Maren, International Speaker, Writer and Business Consultant

 

arte-maren-business-personal-consultant
Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

 

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Author, Arte Maren

 

 

 

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Sales Gold: Converting Want Into Demand, Part I

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If you discover a need (and surely you must), you have improved your chances for a sale. But the real gold is having discovered a need that the client did not previously know he had—and that creates demand.

How is that done? By not falling short on probing. Biggest error: find a need, try to sell it. But is that really the greatest need? Often not.

Rule: Find the REAL need and turn the want into Demand!

Arte Maren, International Speaker, Writer and Business Consultant.

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Excerpt is from his published book, The Natural Laws of Management: The Admin Scale. Available in hardback and ebook.

Do You Have Your Admin Scale?

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Author, Arte Maren

 

 

 

The Administrative Scale of Importance, Chapter 1

The Admin Scale is used by executives in small businesses, CEOs of Fortune 500 companies, by artists, homemakers and athletes. In fact, a U.S. government study utilized this tool to plan the water sanitation system of a developing country.

“The Admin Scale is vital technology for greater productivity, better coordination and achieving group agreement.”

Arte Maren, International Speaker, Writer and Business Consultant

arte-maren-business-personal-consultant
Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

natural-laws-of-management-arte-maren
Author, Arte Maren

Common Question: What is the Difference Between a Goal and Purpose?

     Look at it this way: The road is Purpose, leading towards a Goal.

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As L. Ron Hubbard points out, a Goal is “the prime intention”, and a Purpose is “The survival route chosen by an individual, a species, or a unit of matter or energy in the accomplishment of its goal.”

Purpose is how you have chosen to accomplish the goal.  The goal is the ultimate destination, with the purpose being the road you have taken to accomplish the arrival.

For instance, some have the goal of “Improving the health of people so that they experience a better quality of life”, and there are many methods and “roads” to accomplish this: Nutritionist, Chiropractor, Counselor, etc.

When determining a purpose or goal with a client, I will often ask, ”So if that is accomplished or done, what do you then have?” If I can go no further without getting into the ludicrous or way far out, I know that I have a goal in hand.

If you take the above as an example, a step up from “Improving the health of people so that they experience a higher or better quality of life”, would lead us to nowhere. But, if the goal had been stated as “Providing effective nutrition data to clients”, it would easily yield to the next step up: ”Better quality of life”.

This, therefore, indicates that “Providing effective nutrition data to clients” is not a goal, but a purpose, leading to a higher purpose, so to speak.

Happy Trails.

Arte Maren, International Speaker, Writer and Business Consultant

arte-maren-business-personal-consultant
Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

Author, Arte Maren

A Message From Patrick Valtin, International Speaker and Trainer

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The Natural Laws of Management: The Admin Scale by Arte Maren is an invaluable concentration of his experience and his expertise in the Hubbard management technology. It is also a great attestation of his unique ability to convey information in a way that you can immediately apply—and see the results faster than you can breathe! I have known Arte for over 15 years and I will attest that his great communication skills and his technical expertise make him one of my favorite speakers.
“Thank you Arte for this unique piece of art in the field of practical management. -Patrick Valtin”

Arte Maren, International Speaker, Writer and Business Consultant

arte-maren-business-personal-consultant
Arte Maren, Author, Speaker and Business Consultant

*Patrick V. Valtin, International speaker, trainer, entrepreneur and author of New Era Selling: How to Win Bigger Sales in Saturated, Overly Competitive Markets

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