Every Business and individual struggles in two areas of their business; getting new business through the pipeline, and converting those in the process into revenue generating sales. Find out in this presentation, how to improve your process today!

1. How to Determine Your Very
Best Sales Opportunities

2. Have you ever wondered why
the person or client you are
speaking to is not

3. responding or reacting to your
proposals or recommendations
in a positive

4. MANNER?

5. Ever wonder why you cannot
seem to get energy,
excitement, enthusiasm or
buy-in

6. around your ideas or
recommendations? Well don't
feel like you are the only

7. person that this happens to. It
is normal in the process of
qualifying a contact,

8. from casual communication
into a viable ideal prospect for
your product or services.

9. What if you could determine
fairly early in a conversation or
engagement

10. conversation, with a
prospective client, if they were
really your very best,

11. ideal buyer? What could that
mean to your planning,
projections, activity

12. levels and results?

13. How different could your
business be? How much easier
could it be

14. to manage the relationships
with your very best
opportunities?

15. Let me share with you a
concept called The Best Buyer
Concept:

16. There are always a smaller
number of ideal buyers, rather
than all buyers,

17. so ideal buyers are cheaper to
market to, sometimes more
difficult to find,

18. and yet bring greater rewards.

19. If you sell B2B, it's usually fairly
clear that your best buyers are
medium

20. to large companies. So what
are you doing, every other
week, no matter what,

21. to let these companies know
who you are? There's no one
you can't get to as

22. long as you constantly market
to them, especially after they
say they're not

23. interested in what you have to
offer. People will not only
begin to respect

24. your perseverance, they will
actually begin to feel obligated
to listen to you.

25. This is one of the Six Ethical
persuasion principles of
influence (consistency),

26. as researched and case study
verified by Dr. Robert Cialdini
in his book

27. Influence: Science and Practice
(5th Edition)

28. Let me show you an approach,
called the Client Response
Modes, that will help

29. you to better sort through
your business opportunities.
Remember that people

30. buy when, and only when they
perceive a discrepancy
between reality and their

31. desired results. There exists a
gap and then your opportunity
is to uncover

32. it and address it through your
products and services.

33. Here are some categories of
distinctions to consider when
discussing your

34. products and/or services and
your value proposition.

35. Is the business/owner in
Growth mode, Trouble mode,
Even Keel or Overconfident.

36. This is framework to us better
understand the readiness of a
potential client

37. to take action NOW.

38. In the first response mode the
prospective client
communicates that they are

39. interested in GROWTH. This is
in response to the question
that asks about their

40. current satisfaction and
growth trajectory for their
business in whatever

41. manner they choose to
measure GROWTH. A buyer in
Growth mode is always ready

42. to say yes to somebody's
proposal ... though not
necessarily yours. Your

43. challenge is to get the
prospective client (your ideal
buyer) to reach

44. a level of comfort with you,
your company, and your
solutions as quickly as
possible,

45. but not in a hurried manner.

46. The second response mode is
person, business, organization
or department is in

47. TROUBLE. The probability of
action being taken is high
when a buying

48. influence or a decision maker
is in TROUBLE.

49. They are comfortable to
acknowledge that they have a
performance gap, and seeking

50. assistance and support NOW!
He/she is eager to buy ... but
once again not necessarily

51. from you. TROUBLE always
takes precedence over
GROWTH. This doesn't mean
that

52. growth is unimportant, only
that a buyer who is feeling
pain, doing more and or

53. better can wait until you've
fixed the cause of the pain.
Selling GROWTH to a

54. buyer who feels in TROUBLE is
like selling a new roof to a
farmer whose barn has

55. just caught fire. Even if the
barn needs a roof, it doesn't
need one now.

56. So urgency and timing take
precedence.

57. The third response mode is
EVENKEEL. To someone or an
organization in EVENKEEL,

58. your proposals or recommends
can be seen as a threat; as
potentially rocking the

59. boat. The EVENKEEL
environment will change only
when there is change of view,

60. to the fact that GROWTH or
TROUBLE are recognized as
forthcoming. The other

61. consideration for looking at
change is that as their trusted
advisor you have

62. illustrated the gaps between
where they are and where
they wish to go.

63. The fourth response mode is
OVERCONFIDENT. This is the
most difficult

64. response mode to sell to. The
OVERCONFIDENT see's no
reason for change, since

65. they are pretty delighted and
sometimes surprised by their
own or organizational

66. results. You will encounter
strong resistance and denial,
because their view of

67. their circumstances is not
congruent nor consistent with
yours. You may not be

68. able to overcome this
viewpoint unless there are
organizational changes or

69. challenges in the workplace or
economy that affect the
business.

70. The prospective client must
experience these four thought
processes/emotions

71. before they are comfortable
moving forward.

72. 1. Denial : of the current
business conditions.

73. 2. Resistance:of the analysis of
the current state of the
business.

74. 3. Exploration: a willingness to
explore other options to
address the

75. business issues.

76. 4. Acceptance: adoption of
proposed solutions and finding
a new

77. • Denial
• Resistance
• Exploration
• Acceptance

78. HOW TO CONNECT WITH ME 78
www.buildtogrowbook.com
www.coachmiguel.com
Miguel A. de Jesús
Office : 760.438.9907 Cell : 858.449.5232
sanjuan2891 miguel@coachmiguel.com
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