By Griffin Hill on
4/13/2009 9:02 AM
It is important to remember that at this stage of the sales process, using you and your in the Benefit Play is too direct. For example saying "we help increase your sales," is too direct, it lacks finesse.
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By Griffin Hill on
4/9/2009 8:50 PM
The Benefit Play is the third play of the Case Open Routine. It is the bait that keeps the suspect's attention focused on what you have to say.
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By Griffin Hill on
3/31/2009 9:34 AM
Even though all of the Case Open Routine plays are designed to position the salesperson, the positioning play makes the first strong move in that direction.
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By Griffin Hill on
3/23/2009 8:13 AM
Players who look and act the part are more credible and more convincing. In the same way a talented softball coach makes a snap judgment about the skill of a softball player by the way she looks and acts, a suspect makes immediate decisions about the sales person and the product she represents.
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By Griffin Hill on
3/16/2009 8:43 AM
Rapport is essential to communication. Without rapport, people don't connect and communication is not meaningful or complete.
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By Griffin Hill on
3/12/2009 8:26 AM
How do you know if your Case Open Routine is effective? Successful completion means you stimulate interest and the suspect gives you permission to advance to the next stage of the sales process.
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By Griffin Hill on
3/2/2009 9:10 AM
It is important to have a good elevator speech because you only have a few words to grab your suspect's attention and move them forward in the sales process. The first 60 words you speak are more important than the next 6,000!
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By Griffin Hill on
2/23/2009 1:04 PM
In the hundreds--perhaps thousands--of books written on the topic of sales, mechanisms of measurement have been woefully inadequate - until now.
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By Griffin Hill on
2/16/2009 12:52 PM
The main purpose of sales plays is to put the odds in favor of a successful conclusion. For sales people, increasing the odds of success means closing a higher percentage of business.
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By Griffin Hill on
2/10/2009 12:36 PM
Every veteran sales person has worked with an unqualified suspect. Because these suspects meet a predetermined buyer profile, sales people continue to believe they are potential buyers. Even though the sales person believes there is potential, they are unsure about how to qualify a suspect.
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