Unique selling proposition has got five distinct
factors, and you see them there.
What most people attempt to do is to persuade
through a statement.
That’s fine, but I’m going to give you
a far better way.
I’m going to give you a far better way because
it’s focused on one simple question.
It is a killer app question.
Are you ready?
What’s the biggest frustration you have
with our industry?
What’s the biggest frustration you have
with our industry?
When you ask people about the frustrations
they have with the industry, they’re in
essence telling you the frustrations they
have with whom?
Your competitors, your competitors.
So the key is to find out how you can eliminate
their what?
Frustrations.
Sounds too simple, but it ain’t.
It’s deceptively simple, which is what makes
it so incredibly powerful.
Now, tonight if you and….
Now, how you are going to generate these great
relationships with others is going to be based
upon the statements you make or the questions
that you ask, which?
It’s the questions.
That’s not what most people do.
Most people when given the opportunity to
sell or persuade, what do they do?
They talk about whom?
Themselves.
Let me tell you all about us.
We’ve got 135,000-square-foot warehouse
facility.
We’ve got nine distribution centers located
throughout the United States.
Soon we’re going to be headed north to Canada,
south to Mexico.
We’re then going to cross the pond.
We are going overseas.
We will soon be in three continents, four
planets, and five universes.
We are really cool.
Does anybody care?
No, it’s drivel.
So what do you do?
You’ve got to ask questions, but what kind?
Really good ones.
What do I call them?
They are called Power Probes.
A Power Probe is an open-ended need development
question.
It cannot be answered yay or nay.
Yay/nay questions are fine for qualification
purposes, but what they don’t do is they
don’t go to the gut, the emotionality, as
well as the logic as to why somebody wants
to accomplish something, to improve their
condition or attain a more favorable future.
Now, the Power Probe that you ask should be
one, two, or three types.
Number one, what problem do you hope to solve?
Number two, what need do you hope to fill,
or number three, what dream or goal do you
hope to attain?
Problem solve, need fill, dream or goal get.
If one of those three does not exist, you
probably do not have a prospect.
At best you’ve got a suspect.
How much time do you spend with suspects….
Jot down this word please, saber, saber, saber.
You need to have the right skills.
Skills are absolutely crucial.
Those are tools for success.
Then you can couple skills with A. What do
you think the A stands for?
Attitude.
Skills plus attitude will help drive B, which
is what?
Behavior.
So you couple skills with attitude.
Along with behavior that allows you to do
the E, which is execute with excellence.
So you’ve got skills, attitude and behavior
to execute with excellence.
That allows you to then generate the R, which
is what?
Results based upon relationships that will
help you drive revenue, which allows you to
also reap rewards.
Skills, attitude, behavior, execution with
excellence to drive results-relationships;
results, revenue, rewards.
Have I explained that well?
