|
|
|
Excellent Edge Newsletter>
The Four Dynamics of a Winning Buy-In
June 5, 2008
When you hear the word “Salesman” what thoughts or images
come into your mind? Not to be trusted, peddler of goods,
telemarketers, sleazy, conman, rejection, too difficult or
am not the selling type and on and on!
Well I have news for you. If you deal with people in one
way or another you are a salesperson because at one time or
the other you tried to get someone to “buy-in” your Goods,
Products, Services, or Ideas (GPSI.) Some instances of
selling may have been referred to as:
• Outreach by the volunteers trying to get more members
into their church.
• Preaching by the pastor who is trying to get his
congregation to embrace and practice the gospel.
• Follow up by the assimilation team that was trying to
turn guests into members.
• Presentation when by one trying to sell a good idea to a
team or audience.
• Getting to know her or him better for the single who is
trying to secure a life partner
Maybe you were simply trying to get someone to like you!
Whatever your category, understanding the Dynamics of
Favorable Buy-in, Perks, Passion, Persuasion and
Persistence, will help you excel in obtaining a buy-in for
your Goods, Products, Services or Ideas (GPSI)
1. PERKS: To establish a buy-in you need to clearly define
the perks, or added value of your GPSI to your prospect.
Prospects always want to know “what’s in it for me!”
Apostle Peter followed Jesus and was willing to give up
all; however, he wanted to know what was in it for him and
his associates. Jesus outlined their perks in his response,
“And everyone who has left houses or brothers or sisters or
father or mother or children or fields for my sake will
receive a hundred times as much and will inherit eternal
life”. MATT 19: 27-29 Conducting a needs analysis can help
you define the perks for your prospects.
2. PASSION: Someone described passion as the love and anger
for a purpose. It could be love for a product and anger at
a resolved problem. The late Jerry Falwell of Liberty
University was passionate about ending abortion. He loved
humanity and was angry about abortion which led him to
design a program that helps single unwed mothers to obtain
education while they waited for their unborn children in a
nurturing environment. On a scale of 1-10 with 10 being
absolutely passionate and 1 least passionate, how would you
score on the passion of your GPSI? If you score less than
10 you have some work to do. You have to be totally sold
out about your GPSI in order to secure a buy-in.
3. PERSUASION: The dictionary defines persuasion as
causing somebody to adopt a certain position, belief, or
course of action. One way to master the art of persuasion
is to study from others who have excelled in it and one
such person was Dr. Martin Luther King. In his speech, “I
have a dream”. Dr. King was passionate and able to persuade
people to buy-in by showing them what was, what is and what
could be. You can use the same strategy to persuade people
to buy you GPSI.
4. PERSISTENCE - I think this is the most challenging one!
The temptation to quit before closing the 'sale' is always
high with fear being the underlying factor. People quit due
to fear of failure, fear of rejection, fear of what if!
Being passionate about your GPSI is a catalyst to combating
fear. Napoleon Hill in his book, “Think and Grow Rich”
says that a strong motive forces ones to surmount many
difficulties. Be sure to have a definite purpose for your
GPSI backed by a burning desire to accomplish your mission.
Close your mind tightly against all negative and influences
and form a friendly alliance to encourage you to follow
through.
What GPSI have you been trying to secure a buy-in for?
These dynamics are not by any means new, you just need to
evaluate your level of applying them. I encourage you to
return to the drawing board and check which dynamic needs
reinforcement. You can “close” the deal, go for it and
please send us your testimony!
Excellent Edge is a weekly newsletter designed to help
leaders develop and sustain peak performance in every area
while maintaining a balanced life. To subscribe or
unsubscribe from our mailing list please use the link at
send an email to subscriptions@excellentimage.org
|
|