If it's lower than imperative, educate the prospects -- Small Businesses Discussion Forum

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Subject: If it's lower than imperative, educate the prospects

Author:
Sam

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Date Posted: 12:36:22 09/12/06 Tue
In reply to: Dennis S. Vogel 's message, "Helping People Change Their Minds or Their Focus" on 16:31:29 09/06/06 Wed

>A Scale To Weigh Importance & Relevance
>
>Here�s a sample scale & the meanings (I wrote these as
>if a project flow chart was made, but I know most
>won�t have charts or develop things as projects.)
>Irrelevant (to any of their goals, not even on the
>�flow chart�)
>Beside The Point (a very unimportant option, focusing
>on it could delay progress)
>Slight (If there�s time & money, it could be included
>if it seems worthwhile.)
>Unconnected (It�s a nice option & could be related but
>it isn�t on the critical path;)
>Imperative (a very important option, not focusing on
>it would delay progress)
>Central (without this there�d be no progress)
>Innermost (without this there�d be no project)
>Life Dependent (This level is added to put things in
>perspective, but some goals affect survival.)
>If prospects rate what you offer at level lower than
>imperative, don�t try to sell it until you link it
>with something they rate as imperative or higher.

As a sales professional, I disagree. Only order takers can do that, but they still rely on others to do the selling for them. After reading other things you wrote, I'm surprised you didn't suggest more sales education.

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Replies:

Subject	Author	Date
Re: If it's lower than imperative, educate the prospects	Dennis S. Vogel	16:37:33 09/13/06 Wed