tag:blogger.com,1999:blog-1858825107682340595.post2161844880925998534..comments2023-09-10T15:53:42.976+01:00Comments on BMAC Sales Consultants: Closing is a Dysfunctional Selling SkillBrian MacIverhttp://www.blogger.com/profile/17916786061781373035noreply@blogger.comBlogger5125tag:blogger.com,1999:blog-1858825107682340595.post-61188307984982878922013-02-25T21:06:12.388+00:002013-02-25T21:06:12.388+00:00On "Seeking Clarity", the point is not t...On "Seeking Clarity", the point is not that misunderstandings cause problems, but that "Seeking Clarification" is THE most effective Interactive Behaviour, in that it is 89% predictable as to HOW the Buyer will respond to a Salesperson "Seeking Clarification".Brian MacIverhttps://www.blogger.com/profile/17916786061781373035noreply@blogger.comtag:blogger.com,1999:blog-1858825107682340595.post-45759597971407472982013-02-25T20:47:37.509+00:002013-02-25T20:47:37.509+00:00I have never read High Probability Selling, nor he...I have never read High Probability Selling, nor heard of Jaques Werth.<br /> <br />The Stats come fom the work carried out by Peter Honey [Rackham's early co-pilot]<br />most are published in his book Face to Face, a practical guide to interactive skills. Chapter 7 2nd edition 1989. (pages 132-148 with a summary on page 143) <br /><br />Those not published were either taught on his seminars on Behavioural Analysis, or his other published works. All have been verified by work on Live Sales calls, Sales Accreditation centres, and Sales Assessment centres by me. 1995-2010.<br /><br />That's the real problem with Statistics, people imagine they are made up!<br />You will note I never quote 95% :)Brian MacIverhttps://www.blogger.com/profile/17916786061781373035noreply@blogger.comtag:blogger.com,1999:blog-1858825107682340595.post-46929859129820507842013-02-23T19:20:21.571+00:002013-02-23T19:20:21.571+00:00I think you made up 87.6% of those stats. ;-) Wher...I think you made up 87.6% of those stats. ;-) Where did those come from? <br /><br />I agree with your agreement that agreeing is bad. Think we settled that. Agreed?<br /><br />Also agree with seeking clarity. Many problems result from a gap in real understanding and clarity. <br /><br />You skipped my question on Werth's HPS... curious on that, to hear your opinion. Mike Kunklehttps://www.blogger.com/profile/02462202064540182357noreply@blogger.comtag:blogger.com,1999:blog-1858825107682340595.post-40612009060888596322013-02-22T11:30:33.358+00:002013-02-22T11:30:33.358+00:00Hi Mike, Thanks for your comments.
The "pr...Hi Mike, Thanks for your comments. <br /><br />The "problem" with agreeing is that it provokes 'agreement' in the other, <br />in this case not a good thing. <br />i.e. I agree with your objection, is followed by "I agree with you agreeing."<br /><br />When I agree with your objection, 33% you will clarify/add to the objection, <br />15% you will simply agree with my agreement. =50% chance of reinforcement.<br /><br />Worth knowing that the most powerful behaviour in this situation is <br />"Seeking Clarification" in 89% it will produce clarification, <br />explanation and further information.<br /><br />When I disagree, then you will 42% Clarify/Explain, <br />31% disagree with my disagreement, <br />= 73% opportunity to express rational disagreement.Brian MacIverhttps://www.blogger.com/profile/17916786061781373035noreply@blogger.comtag:blogger.com,1999:blog-1858825107682340595.post-36854625402551923282013-02-20T23:38:33.840+00:002013-02-20T23:38:33.840+00:00Account selection and qualification seem to be mis...Account selection and qualification seem to be missing skill sets in many reps I speak with. Should you even be knocking on the door? Or if you're there, how quickly can you ascertain the need or likelihood of a sale? I've created courses in the past on what I called "Account Selection" for this very reason. <br /><br />Reading your linked post on Initial Value Statements reminds me a bit of Jacques Werth's "High Probability Selling." If I remember right, he claims a higher success rate with those statements by using the word "want," as in... "Is that something you want?" Haven't seen the research myself but always found that intriguing. Have any thoughts on HPS? <br /><br />BTW, an opinion.... "Agreeing" with a concern (objection) is not the same as "confirming it" (understanding) or "acknowledging" its existence (without validating it). I'm possibly fuzzy on the exact stats/info now, but by memory, in 1995-ish, the research for Learning International's (previously Xerox and now AchieveGlobal's) update for Professional Selling Skills (PSS) indicated that next-step recommendations or concern resolutions that started with an acknowledgement, had a 75% higher chance of being accepted by the client. They also made it clear, however, that you should NOT "agree" with the objection. I don't remember stats on that, if there were any. <br /><br />Using your thought process here, qualifying accounts, using value statements, etc.,... if you learn that it's time to "move on," it would seem that you've handled the call in such a way to gain respect from the prospect for not wasting his or her time, and perhaps the thing to "close" on would be asking for appropriate referrals to those who may actually have a need/problem you can solve. Mike Kunklehttps://www.blogger.com/profile/02462202064540182357noreply@blogger.com