Model Their Phase

(0:00 – 0:24)
How do you sell to people that are in the different phases? So first we have to understand, what does this mean for everybody in their current lot in life, in their current position, whether they’re a new mom, whether they just took a new job, they could be a school teacher. Everybody’s in one of five phases. They’re either in the excitement phase, the education phase, the reality phase, the doubt phase, or the clarity phase.

(0:24 – 0:53)
So, hey, aren’t we all salespeople? Aren’t we always selling a product or a service to someone? Aren’t we always selling someone on listening to our ideas? Aren’t we always selling ourselves that we’re a good person? Of course, we’re all salespeople. So the question is, how do we sell better if we know what phase we’re in, and if we know what phase they’re in, we can be master salespeople. So let’s just talk for a brief second.

(0:54 – 1:36)
If I know right now that I’m in the doubt phase of my position, I know, I just, I don’t even want to be here, right? I know right now I’ve got an opportunity. If I’m going to go on a sales call or if I’m going to position something in a piece of marketing, I have to first ask myself, what happens if I bump into someone and I can just know in five minutes they’re also in the doubt phase? What does that do to my presentation? What if they’re in the excitement phase? What if within five minutes, one of your questions up front is, hey, how long have you, how long have you had this position? If they say, oh, I’ve only been here six weeks, oh my gosh, they’re in the excitement phase. Maybe they’ve dipped in to the education phase.

(1:37 – 1:41)
Bottom line is they’re amped. They’re amped to talk to you. They’re pumped.

(1:41 – 2:02)
You better, you absolutely better elevate the volume and the speed of your presentation