LIP$: Example QuestionsWhere are you now?Where do you want to be?What’s keeping you from getting there?Who have you worked with in the past?What did you like about that person/group?What products have you used in the past?What did you like about that product/person?What did you dislike product/person?You cannot sell somebody something until you know what they want!
LIP$: Information Gathering Goal is to understand their desires and concerns Extract the information you need to create a successful pitch Do not pitch Set a date to do formal pitch
LIP$: Pitch Goal is to gain the client’s trust People make buying decisions based on emotions, not reason
LIP$: Stay Steadfast Don’t let the lead go cold Set a date Use external forces to put some immediacy on it (market rates, time value of money, timing) If the desire is there, be persistent
LIP$: Stay Steadfast Are you done once the sale is closed? The goal is to retain clients and obtain referrals CRM The sales process never ends Need to be cognizant of people’s perspective Referrals cost nothing
LIP$Leads generationInformation gatheringPitch$tay steadfast Closing & post saleYou cannot pitch until you know what the client wants.You must gain the clients trust.People make decisions based on feelings.The sales process never ends.