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REMEMBER: There are times when a sales guest has an academic background, is board tested and has state or federal licensing credentials, etc., that they become certified in their field of expertise, begin their careers, start their families and wind up in our sales center.
Take for example an Aerospace, Chemical, Civil, Electrical or Mechanical engineer (to name a few) or a research scientist, an efficiency analyst, etc. Ask them the old is the glass half full or half empty question and then stand back. After they ponder variables, etc. for what may seem like an eternity, they may respond with something like this (from Businessballs.com):
“If the glass is equally half full and half empty, then half full = half empty; therefore ½ x F = ½ x E; therefore (by multiplying both sides of the equation by 2) we show that F = E; i.e. Full equals Empty!
“The efficiency analyst says the glass is operating substantially below optimization level, being consistently exactly 50% under-utilized during the period of assessment, corresponding to an over-resourcing in meeting demand equating to precisely 200% of requisite capacity in volume terms, not accounting for seasonal trends and shrinkage, and that if the situation continues there is in theory opportunity for savings or expansion.”
These people are all trained and conditioned to analyze everything and when presented with multiple options, such as in the case of owning and using a TS plan, they literally have no other choice but to contemplate and calculate all aspects before making a decision.
Rarely do they get all wrapped up in the ‘buzz’ of the presentation and seldom are they impressed by the rep who tries to razzle and dazzle them with their brilliance and greatness. That approach is often a deal ‘breaker’ from the get-go!
The best approach with these prospects is to let them know that you surely respect their credentials etc. but that at the end of the day, you are simply going to be sharing information with them about travel, vacations, staying in superior accommodations…
Then inform this prospect that if anything about the program doesn’t equate for them to immediately stop you and ask for a clarification so that specific issue can be further explored.
That said, in a light-hearted manner also remind the prospect that you aren’t going to be discussing Einstein’s E = mc2, the curvature of time and space, the theory of Wormholes, dual Universes, etc. Instead of such complicated notions you’re only going to be sharing information with that they are already fully familiar with, such as (e.g.) walking along sun filled beaches holding hands with their significant other, romantic star filled evenings, candlelight dinners, horse back riding, boating, fishing, vacationing with the family, etc. and building a lifetime of memories.
By letting these prospects know this prior to starting the actual sales presentation, and because of their familiarity with those ‘topics’, they’ll be much more inclined to lower their analytical approach and the savvy TS Pro who handles each ‘engineer’ in this manner will be laughing all the way to the bank.
TODAY’S VIDEO: Elton John – Rocket Man
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