Mountains of Arizona
Mucho Sun 57 Degrees
3:08 p.m.
So today let’s talk about what happens to “selling” when you get your positioning, platform, systems and processes right.
Selling seems to disappear. I don’t know where it goes but it leaves. You don’t really need it anyway. No one would bother to do it if they had a better way to get the result they wanted.
The good news is that there is a better way.
Today I had a call with a mentoring client. We’ve been retooling and rebuilding his systems for a while and working on a lot of other things at the same time.
Prior to the work, he would generate prospects to speak with on the phone. The phone call would last about an hour and end with some sort of move on his part to get a decision.
The first part of the phone call was spent asking questions. The second part of the call was spent presenting the solution and fees. The final part of the call was getting the decision.
Much of our work was to redistribute all of HIS manual labor during that call throughout his systems.
And just the other day, the fruits of all the changes appeared.
The call with the prospect was 25 minutes long. Except the prospect that showed up to the call WASN’T a prospect. The system had done its work. The caller simply wanted to get started.
Now you might think this “selling” job could be offloaded to strategically designed systems and processes as long as you’re not offering anything with too many zeros in the fee.
That is not my experience.
This is a dynamic that you can engineer to happen with premium level products and services.
The foundation of the system is the media platform. If you don’t have one that works, my recommendation is to either fix it or use another model altogether.
But the platform is the beginning. The rest of the system has to work too if you want to start speaking with people who are just ready to get started.