Chapter 6- How to Get The Prospect to Committo You
Published: Wed, 11/29/23
Turrisi & Associates
Black Belt at Sales & Strategic
Networking Academy
This is a conversation between a prospect and you. It is not intended to be a perfect
dialogue.
It is intended to demonstrate the value of questions.
And how without making a presentation you can motivate a
prospect to want to engage you as the provider of what they want to buy.
The Stage is Set- Two People Enter The Prospect- Wants to buy nails. You- Sell an assortment of nails. The
Narrative Prospect: I am interested in buying some nails. Tell me about your company and the nails you sell. You: I would be happy to, but why nails and why
now.
Prospect: I need some nails. You:
Can you expand on that for me?
Prospect: I have some concerns about the nails we are using. You: About?
Prospect: Our horses. You: Your horses? What about your horses?
Prospect: We had a situation with one of our horses in area A. You: What situation was that in area A?
Prospect: One of our horses lost a
shoe. You:That happens at times, did you just replace the shoe with nails?
Prospect: You would think it is that easy. You: I do not understand.
Prospect: We were buying XYZ brand nails, and our horse lost a shoe. You:You mentioned that earlier.
Prospect: Yes and because of that we lost a horse. You: Then what happened?
Prospect: We lost a rider. You: Did the rider get hurt ?
Prospect: It is worse than that. You: Really.
This sounds serious.
Prospect: It is because of that we lost a battle. You:
And what did that cost you?
Prospect: We lost a battle. You: What did that cost you?
Prospect: We lost part of our kingdom and millions of dollars You: That is horrible, It sounds like you are concerned about wasting money and losing future wars?
Prospect: Yes You: Was it because of the nails you bought.
Prospect: Yes we went with the lowest price. You: And that was how much?
Prospect: A dollar a piece. You: How much did you invest in these nails?
Prospect: One Hundred thousand dollars. We were able to return the unused nails and got a refund. You: Your vendor said they would replace them with better nails. Right?
Prospect: Yes. We lost trust and confidence in them and are looking for a new supplier. You:
And you found one.
Prospect: We have two quotes from your competitors. You: Which one did you decide on.
Prospect: Neither one. You: Why is that?
Prospect: They did not seem
interested in why we wanted nails and why now. Our meetings were not very long, They seemed like they were more interested in making a sale. So, they just sent in quotes based on purchase volume. We do not want to make the same mistake again. You: May I have a
suggestion for you to consider?
Prospect: Sure You: You have lost millions of dollars, lost part of your kingdom, and want to make sure that you will not have the same experience in the future.
And you are looking for a vendor that understands what you have gone through and work with you to prevent that same thing from happening again. Am I on target?
Prospect: Exactly. You: Let’s pretend, you hired me as an employee to fix this.
Within that context we would have an open conversation, discussing in detail how this lost war situation came about.
And together we developed a solution you were happy with; it was within your budget, and you felt comfortable and trusted me. What would you
do?
Prospect: I would want to get started. You: Is that what you want to do now?
Prospect: Yes.
Very Important: The prospect has decided to make a purchase from you. If you go back through the
dialogue, you will find you never made a presentation.
In Chapter 7 I will illustrate each of the Secret Strategies imbedded in the dialogue.
