It is important to know who can say “yes” and approve the sale. It is equally important to know who can keep you from getting the sale. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. As a sales professional, your target is the decision maker. And you know, the decision maker is the person who can say “yes” and sign the check. It is also important to know who are the decision breakers. A decision breaker is anyone in the organization who can keep you from getting the sale. Most often, we think of decision breakers as stake holders and end users. While that is true, it doesn’t end there. Decision breakers are also administrative assistants, support personnel and gate keepers. Decision breakers are everyone else you interact with in the organization. Because every person in the organization can influence a decision. Keep this in mind going into every interaction with every person in the organization. The point here is talk to, engage and encourage everyone you meet in the organization. If you are speaking with someone, don’t drop the conversation and run off because you see the decision maker walk by. Don’t blow people off or “Big Time” someone. Value the time you have with the person you are with. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Get to know the decision maker. Also get to know the decision breakers. Engage with and be nice to everyone you meet in the organization. Because the decision maker notices how you treat the decision breakers. It may take another minute to do it It may take a little more effort It is worth it. And remember, you and your business are worth it too. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

When approaching the gatekeeper, what is your mindset? Is it - Adversary or Ally? Hello, I’m Lon Graham Talking with sales professionals about: How To “Get What You Want” in Sales. As a sales professional, you often have to communicate with a gate keeper. This is especially true early in the sales process. Your approach to the gate keeper will be the difference in your success and lack of success. Do you look at the gate keeper as someone who’s sole purpose is to keep you out? If this is your approach, then you will come across to the gate keeper as an adversary. And, you will be right. The gate keeper will work to keep you out. On the other hand, do you look at the gate keeper as someone who can get you in? If so, you will come across to the gate keeper as an ally. And, you will be right. The gate keeper will work with you to get in. It is important to remember that the gate keeper’s primary job isn’t to be the gate keeper. The gate keeper’s primary job is something else. The primary job can be any number of things like, managing a busy practice, managing the life of the CEO and general contractor for the entire organization. When you can remember that the gate keeper is busy too, you will be nicer to that person. When you are nicer to the gate keeper, the gate keeper will be nicer to you. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: The mindset of your approach in working with the gate keeper is critical. If your approach is adversarial, then he/she will also be adversarial. If your approach is as an ally, then he/she will be much more willing to work with you. It takes a little extra time to appreciate the gate keeper. It doesn’t take any more effort to be nice. Make the time and effort to appreciate the gate keeper, And you will be much more likely to get the access you want. Remember, you and your business are worth it. I’m Lon Graham Talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

When talking to your client about a competitive product, what is your approach? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. There is a philosophy that embraces starting the conversation with all the ways your product is different from the competition. If that is your approach and it’s working, keep using it. If not, another approach is to start the conversation by getting your client to talk about why he likes the competitive product he is using. What it allows him to do. This approach will: 1) get your client talking about something he likes, which makes him want to talk more 2) Your product probably offers those same benefits. 3) By highlighting the same benefits in your product, it shows that your product can support his business in the same way 4) it eases the transition to discuss all the other ways your product is better. 5) Now you can say, “my product does all those things and more…” This approach gives your client a chance to feel validated. Because he feels validated, he is more likely to be open to hearing the things your product does and how your product will make his business even more profitable and productive When you start the conversation by telling your client all the ways your product is different, It can subconsciously cause your client to get defensive, shut you down, or worse tune you out Even though it’s not on purpose, this approach can: Make your client feel like you think he is doing it wrong Nobody wants to hear they’re doing it wrong. You don’t want to hear it and neither do I If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: When you want to talk to your client about your product, Start by getting your client to talk about what he is currently using and what he likes about it. Because he is talking about what he likes, it will open him up to talk more When you transition to your product, talk about how your product does what he likes first, Then talk about the additional things your product can do. This approach gives your client more confidence in you and your product And makes a change to your product less scary, which makes easier for him to buy your product Remember, you and your business are worth it. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

If you don’t know the answer to something about a client, Ask a question. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. In the military, the most important thing to have is intelligence. The more you know about your opponent, the more opportunities you have to defeat it. The same is true in sales, with one key difference. The more you know about your client, the more likely you are to be able to help him. And the more likely you are to defeat the competition for your client’s business. With that in mind, how do you find out about your client? You ask questions. There is an approach to learning more about your client a lot of sales professionals don’t use. The approach is, “to ask a question in which to you already know the answer.” I hear you, “Why would I do that?” The reason is to get your client to open up and get comfortable talking. Once your client starts talking, it is a whole lot easier to keep him talking. Then, you can steer the conversation toward questions about what you don’t know. This applies to a new client and a client you’ve been working with for years. Your client’s business evolves like your business evolves. Getting your client to talk helps you understand how. Understanding how helps you find ways to help your client be more profitable and productive. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: A question is a key that unlocks the door to information. The more information you can gather about your client, the better prepared you are to help that client increase profitability and productivity. Sometimes you have to ask questions about what you do know to get a client to open up. Once your client feels comfortable talking, it is easier to keep him talking and you can ask questions to find out information you don’t know. You have to work to get to know your client. Questions are a great place to start. Remember, you and your business are worth the work. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

“It’s Just” – is a bad idea. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. The word “just” is used a lot in conversation with a client. It is a good word to reference a point in time. I “just” saw your partner. “I just ate lunch”. Where we run into a problem is how we really use it. We use it to say, “it’s just this” or “it’s just that”. We use it as a value statement. When in reality, it is a devalue statement. We use it to say: “I just want to tell you…” “I just want you to know…” “It’s just like…” When we start our conversation with the word “just”, our client subconsciously devalues what comes next because we’ve devalued it in our presentation. So, how do you fix it? The short answer is: “stop” saying it. The hard part is you don’t realize how much you say it. It takes practice. Practice your presentation often. While you are practicing, record yourself. Voice recording is good. Video recording is better. Listen and watch the recording. Then practice some more. Because, The more you practice the better you get. And the better you get, the more confident you’ll get. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Using the word “just” has the unintended consequence of devaluing your presentation. Quit using it. The way to quit using it is: Practice your presentation and record it. Practice will help you develop confidence in yourself and your presentation. Your confidence will increase your client’s confidence in you This confidence will lead to increased sales And remember, you are worth it. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

You’ve been working for a while to get in front of the biggest client on your target list. Now he is ready to see you. Are you ready to see him? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. A good sales professional does a good job of responding to and solving problems that come up. The best sales professional, the one always on the top of the board, is the one constantly preparing for this opportunity. This ties in perfectly with my favorite quote; “champions are made when no one is watching.” The highest performing sales professional is always practicing for this opportunity. He continues to develop knowledge of how to use products to create more profit and productivity. She is constantly working on sales and presentation skills. Most importantly, he is paying attention to what is going on with the client and the company and figuring out a way to connect on a individual level. Send notes of news talking about the client, company and industry. Tell your client you are thinking about him/her. Stay engaged and stay connected. When you prepare before ever getting the meeting, you will do better in the meeting. Doing the prep work in the dark, when no one is watching Allows you will shine in the light, when you have an audience If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a consultation. For now, I’ll get out of here on this: Stay engaged and connected with the biggest client on your target list. It will help you get the meeting. It will also help prepare you for the meeting when you get it. Be like an athlete practicing for competition, always getting better. Do your work when they can’t see you, so you are ready to perform when they can. This is how you can shine and get the sale. And remember, you are worth it. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choice #commitment #compliance #celebration #impact #youareworthit #worthit #sales #b2bsales

Have you been in a meeting or presentation and said to your client, “you’re doing it all wrong?” Well, probably not on purpose. Sometimes, in doing what you do best, you tell your client, he is doing it all wrong and you don’t even realize it. Have you ever said to your client, “I have a better way to do it?” Of course you have a better way to do it. That is why you are there. The reality of it though is sometimes, when you say, “I have a better way to do it,” your client hears, “you’re doing it ALL wrong”. At that point, mentally he is done, because nobody likes to be told, “you’re doing it wrong?” It is the difference between reception and perception. Reception is how your client hears the message. Perception is how you think the client hears the message. This example shows us how different reception and perception can be. The question is, “what can you do about it?” Start by validating what you client is doing right to be successful, because if your client is in business, he is doing something right. Highlight an example that you really get it. – a review, a specific product Then you can go on to describe how your solution can help him by: 1) Doing the things that are currently working for him, and 2) Replacing the things that aren’t working for him, or at least not as well Along the way, ask questions. Make sure your client is hearing the message the way you want him to hear it. For now, I’ll get out of here on this: When presenting your solution to a client, Validate him first. Give him credit. Credit for what has made him successful to this point. Talk about how your solution does those things too. Then, explain how the other things your solution does can replace what isn’t working. How your solution will make him more profitable and more productive. If you validate you client and differentiate your solution, You have a much better chance of earning the business. And Remember, YOU are worth it. ================================ To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choice #commitment #compliance #celebration #impact #youareworthit #worthit #sales #b2bsales

It’s March 17. St Patrick’s Day. Do you make the same decisions in March for your “Pot of Gold” as you make in December? In December, most sales professionals close out the year with a flurry of activity. Some even resort to offering the client a year end deal to make quota and get that “Pot of Gold”. What if you make different decisions in March? What if you choose to make that call at 5:05pm on a Thursday in March instead of clocking out and heading home or heading to happy hour? If you do, how different would December look for you as you close out the year? Your Mom may have given you the best professional advice of your life. Remember when your Mom said: “if everyone else is jumping off the bridge, are you going to jump too?” If I heard this once, I heard it one thousand times Let’s look at it another way. If you do what everyone else is doing, you will end up just like them. If you check out early in March instead of making that last call. If you spend time commiserating because you don’t make enough money, don’t have enough opportunity and don’t like your job. If you spend time with those people, you will end up like them. Tired, fired and broke. Instead, look to associate yourself with the successful people. Look to associate with the people that keep walking on stage to collect the next President’s Club award. The next level of recognition. Then, do what they do. Show up early, stay late and Spend more time with your clients For now, I’ll get out of here on this: Can you hear your Mom’s voice? Can you hear say; “You end up like the people you end up with.” Choose wisely. Choose successful people. And get your “Pot of Gold” Remember, YOU are worth it. To find out more, you can go to longraham.com and schedule a consultation. contact: longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #goal #choice #commitment #compliance #celebration #distraction #impact #sales #b2bsales #potofgold

Referrals are the best opportunity for a sales professional to close new business. The question is, how do you get referrals? A lot of people have really good ideas about getting referrals. If you have a process that is working for you, keep doing it. The way that works best for me is: In order to get referrals, give referrals Here is why it works: The Referrals are visible evidence, even proof of trust. By giving a referral, you are telling your client “I trust you.” “I trust you with my family, my friends and my client.“ “I trust you with what is most important to me.” Sometimes, in order to gain trust, you have to give trust first. There is a most effective way to give a referral and here it is. The most effective way to do it is to contact your client and say, “I have a family member, friend, client that needs what you do. Can I refer him to you?“ Most of the time your client will say “yes”. While he is saying yes, he will also feel a huge sense of pride because you are validating him and his business. Then follow with, what is the best way to connect y’all? And do it that way. Surgeon story – hand surgeon and my nephew. There are hundreds of studies in social science research that conclude, “when you can make a person feel better about themselves, that person will also feel better about you.” It really comes down to a display of trust. In addition, your client will know that you are an advocate for his business. For now, I’ll get out of here on this: Referrals are the best way for you to close new business If you want to get referrals, give referrals If you to gain more trust, give trust And surprise, your client will reward you with more of his business too. Remember, you are worth it. I’m Lon Graham working with sales professionals to conquer adversity and “Get What You Want”. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #referral #goal #choice #commitment #compliance #celebration #distraction #impact #sales #b2bsales