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While “perfection” is tough to achieve in any worthwhile endeavor, it’s sure a lofty standard worth pursuing.

Recently, I’ve been asking clients, “What does the “perfect” sales call or business development opportunity look like?” And, it has generated lively discussions and influential possibilities.

My clients and I, have identified four categories for success or perfection with a sales call or business-growth pursuit: 1. before; 2. during; 3. after, and 4. ongoing.

Will the followings be all inclusive? Of course not. But it’ll sure give you a giant jump-start over your competitors.

Let’s take a look at each.

For “perfection” before the sales call, you must:

-Research your customer, contact person and decision- maker.

- Prepare open-ended need- development questions to ask, based on your research.

-Define your objectives. What do you want to accomplish?

-If appropriate, prepare and have available all complementary and supportive sales tools; i.e. customer testimonials, brochures, working samples, etc.

- Consider how you’ll control your environment.

- Prepare mentally for success.

- Anticipate obstacles and objections.

- Remember to ask for referrals.

- Uncover points of commonality; i.e. people known, shared experiences, etc.

- Check your image or appearance, make sure the right message will be sent.

For “perfection” during the sales call, you must implement six steps and the respective “profit points” of the Opportunity Selling business- growth system (excerpted from my Opportunity Selling CD learning-system and “Peak Your Profits” book).

The six opportunity steps are:

O -- open

P -- probe

R -- reveal

T -- translate

N -- negotiate

TY -- the yes

Step 1: Open - Your initial contact with your client, customer or prospect:

The “Open profit points” are:

1. Be positive and devote all attention to your client, customer or prospect.

2. Let them talk about their favorite subject: themselves.

3. Maintain “eye” contact and show empathy for their concerns.

4. Carefully listen to statements, questions and feelings.

5. Value their “presence”... make them feel important.

Step 2: Probe - Determining the problem to be solved, need fulfilled or dream realized

The “Probe profit points” are:

1. Control through questions, that reveal problems, needs and dreams or goals.

2. Keep quiet, stare with your ears, listen with your eyes.

3. Take notes, place value in your client’s / customer’s / prospect’s words.

4. Restate their wants, needs and desires and confirm their importance.

5. Let your clients know that “probing” is crucial to helping you, help them.

Step 3: Reveal - the presentation of your ideas, products and services ... that meets one’s needs.

The “Reveal profit points” are:

1. Paraphrase the client’s expressed wants, problems or goals.

2. Reveal the idea, product or service that will solve the problem, meet the need or achieve the goal.

3. Downplay pre-mature price questions, first determine needs.

4. Get their thoughts, feelings and reactions to what you’ve revealed.

5. Never “reveal” until you have first opened and probed.

Next week, I will share three more Opportunity Selling steps, along with “after” and “ongoing” strategies for sales and business-growth perfection.

---

Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer who lives part-time on Marco Island. His clients call him a “business- growth specialist.” Send an e- mail to jeff@jeffblackman.com or go to www.jeffblackman.com to subscribe to his free e-letter.