{"id":314,"date":"2007-12-05T22:18:07","date_gmt":"2007-12-05T22:18:07","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/5\/171807.html"},"modified":"2007-12-05T22:18:07","modified_gmt":"2007-12-05T22:18:07","slug":"getting-to-the-heart","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/getting-to-the-heart\/","title":{"rendered":"Getting to the Heart"},"content":{"rendered":"<p><span style=\"color: black\"><font face=\"Arial\">Last week we talked about moving your key account relationships beyond solution or needs-based selling. We discussed the passion, commitment and investment that you can attract when you begin to appeal to your clients&rsquo; hearts instead of their heads.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Many of you wrote to me and said our &ldquo;Beyond Solutions Selling&rdquo; memo was our most valuable memo yet. So, okay, you can see the merit in filling a want versus filling a need, but how do you get there?<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; In early-stage selling you generally begin your relationship by asking questions like &ldquo;What keeps you up at night?&rdquo; or &ldquo;Why do some customers deal with your competitors instead of you?&rdquo;&nbsp; These questions are designed to help you uncover <i><u>current<\/u><\/i> problems or needs you can solve.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Once you have clearly demonstrated your sincerity and ability to solve those problems, you can earn the right to move on to the next level &hellip;.. finding the client&rsquo;s dreams, wants or passions.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; At this stage, your questions will be more <i><u>future<\/u><\/i> or want-based. You&rsquo;ll learn to frame questions like;<\/font><\/span><\/p>\n<ul>\n<li>&ldquo;What was your goal or vision when you started this business? Why&rdquo;<\/li>\n<li>&ldquo;Where do you want to be five years from now? Why?&rdquo;<\/li>\n<li>&nbsp;&ldquo;In a perfect world, what would your life at work and outside of it look like. Why?&rdquo;<\/li>\n<\/ul>\n<div style=\"margin: 0in 0in 0pt\"><font face=\"Arial\"><span style=\"color: black\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; You can see that this type of questioning will focus more on sending the kids to college, growing a dynamic enterprise or building a retirement nest egg. Entry level questioning on the other hand will generally explore band-aid solutions to short term problems like hitting this month&rsquo;s sales targets.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <\/span>Future vision questions should always be asked outside of the client&rsquo;s stressful daily environment. Book a meeting room in a conference facility, go on a boat trip, or reserve a quiet and private corner of a quality restaurant, to get the client away from the harsh realities of today, and get them thinking about a brighter future scenario.<br \/>\n<\/font><font face=\"Arial\"><b>CAUTION<\/b>: &nbsp;It is absolutely imperative that you sincerely and genuinely care about your client&rsquo;s future more than you care about making a sale at this juncture. This level of business relationship transcends all of your goals and is strictly about helping someone find and achieve their dreams and goals.<\/font><\/div>\n<div style=\"margin: 0in 0in 0pt\"><font face=\"Arial\"><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ironically, if you do genuinely care about your clients, your sales goals will automatically be achieved.<\/span><\/font><\/div>\n<div style=\"margin: 0in 0in 0pt\"><font face=\"Arial\"><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; When you get as big a kick out of seeing your client&rsquo;s success as she or he does, you really have grasped what &lsquo;relationship marketing&rsquo; is all about!<\/span><\/font><\/div>\n<div style=\"margin: 0in 0in 0pt\">&nbsp;<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Last week we talked about moving your key account relationships beyond solution or needs-based selling. We discussed the passion, commitment and investment that you can attract when you begin to appeal to your clients&rsquo; hearts instead of their heads. &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Many of you wrote to me and said our &ldquo;Beyond Solutions Selling&rdquo; memo was our [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-314","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/314","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=314"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/314\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=314"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=314"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=314"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}