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If people are saying that the product that you have is not what they wanted, were fine to different… Welcome back and prospecting. So where each week we talk about tips, tricks and methods for drawing an amazing small business pipeline.
I’m your host, Doctor Connor Robertson. On this podcast, you can expect segments on communication, sales, the prospect in closing, thank you to everyone who has supported my 100 episodes in 100 days goal going into 2021, enjoy the ship.
Today’s episode is called The Sales Rope versus pipe. This is episode 12, and 100 episodes in 100 days. Welcome back to The prospecting show.
Today’s topic is something that I think a lot of people are… They don’t think about it when they’re doing sales, but I think they realize in their mind that this is actually what’s happening, and so I…
I’m not really sure where this idea came from, if it’s something that’s documented somewhere, it’s an idea that I kinda thought up, but it’s basically what we call the sales Rope versus the sales pipe. So if you imagine you and your prospect standing across from each other, and the only way you guys win is really if you guys come together, the meaning that whatever you have to sell them, they wanna buy… If you imagine a stiff pipe and eight-foot pipe between you and you’re pushing on one end and they’re pushing on the other end, the person who can push the furthest will win the deal, and so when you’re just starting off in sales and you’re working with people, that have a lot of objections, people have hard open people that are hard to prospect people that are hard to close, it’s mostly because the mindset is of the pipe being that there’s this big long pipe between the two of you, and every time you try to push forward against your prospect, they have that pipe, so they’re actually pushed further away from you, so there’s this consistent distance between you and your prospect that’s very hard to overcome, and if you’re selling with that pipe type model where you’re actually pushing, pushing, pushing, and you find that the prospects are going further and further away, that means that you gotta shift your mindset into the sales rope model, which is exactly what it sounds like, instead of having that pipe, that rigid item between you, to… Instead, you have this rope between you two, and because of that, there’s a little bit of flexibility in there, if you go and start pushing towards your prospect, you can actually get right in front of them and actually close that deal because there’s flexibility there, so as people get more and more experience with their sales experience, you’re gonna find that you’re gonna take that pipe and kind of mold it into a rope, meaning that you can push harder without losing the prospect, because you know how to kinda dance around.
So what I always say is, in your mind, think about what it is that you actually want to achieve when you’re in the sales process with a prospect, and then figure out how can you change your mindset to be lined up with the rope, because at the end of the day, a lot of individuals who are new to sales, they say, Well, I’m not getting deals done and not getting deals done, I can’t close, I’m getting them started, but I can’t actually get them to complete. Why is that?
Well, a lot of that has to come down to experience in mindset, but experience really isn’t that big a factor anymore, because anyone can go online and learn anything, so what it is, is it’s a mindset shift between how you want to sell and how your customer wants to be sold. And so at the end of the day, you have to figure out how can you match the differences between your customer and you… At some point in the sales process, you’re gonna find that there are some objections that come up and you’re gonna have to kind of flip those back on the customers, so they might say, Oh, well, the price is… The price is too much for me.
You gotta flip that back instead of doing a pipe method where you just go, Oh, well, the price compared to our competitors is better, that’s a pipe method where you’re gonna push the prospect away ’cause that doesn’t really help them, but if you’d wanna talk a rope method what you’d say is, What about the prices that you don’t like, is it the terms, is it the total price, is it the payment structure, is it the upfront money, is it the month they were occurring money, which part of the price do not like, and when you start asking those types of questions. You turn your prospect and from that pipe, that rigid push or prospect away to that rope type situation where you can start flexing it again closer and closer to your prospect without them really realizing what’s happening. So I always recommend that you think about the objections that you’re getting regularly, write them down on a piece of paper and do one of three things, Either changed the way you sell, change the product that you have, if that’s possible, or change the people you’re selling to so those kinda change the way you sell, change the product or really change the prospect and change the prospects, really easy one, ’cause that just means you’re targeting a little bit off, and at the end of the day, you could just go back and say, Okay, well, I was selling dental implants to dentist, but I really should be sound… He do orthodontist, that’s next, just start selling to the right people.
The one that gets a little bit trickier is the way that you sell, because if you wanna be good at something, you got either be frequent or you have to have done it for a long period of time where you already are good at it, so most sales people are not willing to practice, they go through school for multiple years, they kind of learn all these things, you get educated and you do tons of repetition, but then when they get into their sales career, they stop training, and the reason was they stop training is, is they get comfortable, and then when the results at the end of the ER don’t get any better, it’s because they got comfortable and complacent where they’re not gonna actually grow, you have to be willing to change your mindset and your sales skills at the end of the day, if you’re a small business and you’re not in this big pyramid or this big organizational chart, it with a large organization, change your product, if people are saying that the product that you have is not what they want anymore, find a different way, create an info product. Create a service, create a physical product that’s different, that meets their needs, that way there in the day, when they say, Well, I don’t really need this product, what they’re telling you is that your product is not solved in their solution, so you need to go back to the drawing board and figure out, well, does the product need to be improved, does the product need to totally change or is that product just outdated, there’s some things that are just over time or not gonna be as useful as they were before you saw the… For those of you who are kind of big into popular culture and some of the items he had ramp-up sales, the fidget spinner was a huge deal, I just have been four or five years ago now, and that was a product that didn’t really solve a huge problem is more of an attention item, and for those, you don’t know what, you kind of put on your finger and you’d spin it and have these three little prongs on it, it just an attention device that people would buy for 10, 15 bucks, and that wasn’t solving a huge problem other than people liked it, and it kind of got their focus or attention away from what they were currently doing. Now, the reason that I bring that up as an example is that product only lasted so long and that company understood, Listen, this is it.
So they change their product and say, We’re not gonna really focus on songs anymore, they exist, but that’s not really their focus, they had the right customer, which was young individuals, male and female, probably anybody under the age of 18, maybe under 16, you would have to look at the date on it. But they had a wide audience, they were really good at selling it, and they had their price extremely low against 15 bucks, anybody could buy it.
So in their sales process as there was no pipe or rope, it was just customer and purchase all day every day because they lowered those barriers in their prospecting opportunities to make it so much easier because it’s a consumer good… It was very easy, people thought it solved the problem, even though it’s a very small problem, it’s just attention, and it was a wide audience, they knew who to sell to, and they basically pumped in them, they threw his mango the market as possible. Made a crap photo money with it, and then at the end of the day, they had a product that returned great success, so they looked at it and said, Well, we don’t have the pipe, we’re not gonna push with them and say, All the price is 50… No one wants to buy it, and they didn’t make something that was really hard to understand, it had one function put on your finger, spin it, simple as that, so that’s how you can train your systems in your mind is how to change the way you sell and the products that you sell as possible, if you have one product that’s doing really, really well, meaning it’s out performing other products that you have to to 1, 3 to 1, 5, 1 or even 10 to one, you should be double or tripling down on those products and getting rid of the ones that take your attention, but don’t actually make any money or don’t have any sales because they’re just not the right product.
So next time you go back to the drawing board, Look at the three things is my prospect isn’t my process or is my product, and if it’s the process and you wanna change that, that’s something that we could talk about. If you wanna email me Connor ate syntax dot com at Con and or at Impact, MTA C dot com. I could show you a little bit about how we do that, or we could talk about some of the prospecting that you’re doing at the end of the day, most people are prospecting kind of old school, picking up the phone or doing trade shows or doing in person meetings, very time sensitive, you could spend all day reaching out the 30 or 40 people max, you can only do so many phone calls unless you’re an absolute savage on the phone, so you gotta start finding ways to do things different and change your process, but at the same time, change the way you train, because if you wanna be great, you first gotta be frequent, thank you so much cost though the short episode of The prospecting show, see a next day,
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