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Business Mastery
Helping Entrepreneurs and Executives Succeed
  By Mastering Influence & Relationship
February 17, 2008
In This Issue...
Webinar: "The Ultimate Change Management Tool"
Featured Article: Pay Attention To Your Prospect's Tension - Part 1
Introducing: MasterStream Precision Sales Techniques
New: Want A More Profitable Business? Take This Profile!
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Dear David,
BrandonTHE CRITICAL SUCCESS FACTOR

In the next few issues, we're going to focus on a nuance which could add tens -  or hundreds - of thousands to your bottom line.  It's tension management.  It may not sound exciting, but believe me, when you see what it is, you'll love it!  Because if you learn to master it, it will greatly increase your success in whatever you do, whether in selling, influence or leadership.

Part I of the series is below.  If you want to read two articles (from last year) that act as a prequel, check out:



Check them out as well as the upcoming events:

 
Upcoming Events:
 
The Ultimate Coaching and Change Management Tool
Webinar for Coaches and Consultants
February 26
Register Here

Management Coaching For performance
February 25
Private Event
 
To find out more how about our seminars or how to arrange for Dave to speak at your next event, contact us here or call 215-968-2483.
 
To your success,
 
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Webinar: The Ultimate Coaching and Change Management Tool

Are you a coach or consultant who would love to have a tool to:
  • Let you know precisely what your prospect's biggest problems are, BEFORE you even speak to them
  • Immediately identify areas of untapped potential and unrealized profits in your clients business, and
  • Know exactly how to help your client create the changes they need to make to get to the next level?

Join us for a Free Webinar that will introduce you to the ultimate coaching and change management tool: The ChangeGrid™.

   ***********************************************************************

Thursday, February 26th 2009
 
1:00 PM Eastern /  10:00 AM Pacific
  *************************************************************
I

 There is no admission fee for this webinar, but spots are limited, so get your seat now.

Come and see what the ChangeGrid™ is all about.  I've found it to be one of the best tools I've ever used for prospecting, as well as for providing superior coaching and consulting services.

******************************************************

 

"The ChangeGrid™ is a profoundly simple assessment tool that  complements every other tool in my coaching toolbox. The ChangeGrid™ works - in any context and circumstance, where change is desired."

-Bob DeMers, President, Coaching Works, Charlotte, N.C.


Pay Attention To Your Prospect's Tension - Part 1

What Is "Tension" Anyway?

The critical factor that determines what changes someone will make and when those changes occur is TENSION.  Tension can be defined as the level of physical, emotional and intellectual activity.  The more physically, emotionally or intellectually active someone becomes, the more tension they experience.

Tension determines what some will notice and what they will ignore.  A key principle to remember is that people pay attention to where they find their tension.

Tension also determines how productive someone is going to be, or when your prospect will buy.   You see from the diagram below that as the level of tension increases, there is a corresponding increase in a person's productivity - at least, up to a point.  Once the level of tension reaches what we call "STRESS", the level of productivity plummets.  

Threshold
 

The level of tension where someone is the most productive is called the THRESHOLD OF ACTIVATION.  This threshold is the level of tension where someone will take immediate, definitive action, i.e., WHEN YOUR PROSPECT WILL BUY. 

The Critical Factor

Let's examine how important tension is in someone's decision to buy your product or service (or buy into your idea).  Whenever someone is considering making a change, three variables come into play: LOGIC, FEASIBILITY and TENSION.

The first condition is LOGIC, the change must make sense.  Your product or service must solve a problem or produce a better result.  It must help them gain or maintain control.

The second condition is FEASIBILITY.  Every change requires a certain set of resources, such as time, money, energy and personnel.  If those particular resources aren't available, it's going to be difficult, if not impossible for the prospect to buy.

The third condition is TENSION.  The person must have enough tension to take immediate, definitive action.  How much tension is enough?  They must be at the Threshold of Activation.  If tension is below the threshold of activation, they will not take action.

Let's look at five scenarios.  Let's say that you have a product or service that you believe will benefit the organization.  You propose it to a decision-maker - your ideal prospect.  In each scenario, we need to answer the question, "Will your prospect buy?"

Scenario #1 - What you're proposing  is completely logical. It solves their problem. It's also completely feasible. They've got all the money, all the time, everything they need. And they desperately want to get things back under control. Will the prospect buy? Definitely! If you can't sell in this situation, something is seriously out of whack with either you or the prospect!

Scenario #2 - Let's say that what you're proposing  in some small way just doesn't make complete sense in your prospect's estimation. It isn't exactly what they had in mind. Be that as it may, they've got all the resources they need - and they're convinced that they need to do something right now. What do you think will happen? You'll still get this one. In fact, this is normal everyday selling. Rarely, if ever, in your role as a consumer, do you encounter a product or service that's exactly what you're looking for in every way. Instead, you shop around, look at the options and make your decision based on the alternatives.

Scenario #3 - What you're proposing  is completely logical. It satisfies all their needs. It solves all their problems. It's the greatest thing since sliced bread. But there's some small glitch as far as feasibility is concerned. Perhaps they don't have quite enough money, or quite enough time, or resources are stretched. But, with every fiber of their existence, they want your solution. Will they buy? This is a case of "where there's a will, there's a way." If a prospect knows they have a problem and they feel it's serious enough, they usually have ways of getting whatever resources they need.

Scenario #4 - Your recommendation doesn't really make sense - and they really don't have the resources. But they feel compelled to take action anyway. Yes, they'll buy- although the "sale" certainly isn't likely to stick. This is "impulse buying".   Even though this is a less frequent event in the corporate world, I've seen it happen.  One example is work that must be done to fulfill a compliance requirement.  The work itself may not make a lot of sense and puts a massive strain on resources, but it HAS to be done due to the pressure exerted by some outside regulatory body.  

Scenario #5 - Now, in all seriousness, how many of your prospects have readily agreed that whatever you've recommended makes perfect sense - had all the resources needed and then some - but didn't feel like there was any reason to jump into things - or had more pressing issues requiring their immediate attention? Will they buy? NO! It doesn't matter how logical your recommendation is or how feasible you can make it - if there's not enough tension, the prospect will not buy.

scenarios
 

Not only is tension an important factor in influencing someone, it's the controlling factor. Whenever tension is present at an adequate level - at the Threshold of Activation - the prospect will buy - even if your recommendation isn't logical, feasible or both. But the moment tension falls even slightly shy of the Threshold of Activation, the sale is lost, regardless of how logical or feasible your product or service may be.

And so, we reach the MasterStream Method's only rule - "Pay Attention To Tension First And At All Costs." The success you've enjoyed in your business so far and the success you'll enjoy from this point forward is based not so much on your ability to make things logical or feasible for those around you, but rather on your natural or learned ability to manage people's level of productive tension.
 
If you aren't paying attention to tension, you're missing opportunities!

In the next part of this series, we'll look at the five levels of tension.  It's not enough just to understand the concept of tension.  If you want to be more successful in selling, you must understand how someone responds at different levels of tension.  We'll explore this more in part 2 of our series.


Adapted from an article by T. Falcon Napier (T. Falcon Napier & Associates).
New Sales Training Program:  MasterStream Precision Sales techniques

Brandon


Introducing a new sales training program unlike any other. MasterStream Precision Sales Techniques training is not a rehash of basic selling skills, rather, building on your existing skills, this program teaches you  to accurately predict and measurably control the responses of your prospective and existing clients.

Emphasis is placed on easily-mastered skills for:
  • building instant rapport,
  • increasing prospect productivity,
  • reducing presentation time, and
  • eliminating objections. 

MasterStream training provides a thorough understanding of the psychology of change management and patterns of conscious and unconscious communication - and will immediately enable you to:

  •  secure more appointments,
  • dramatically reduce the amount of time required to close a sale,
  • increase your closing average,
  • disarm your prospects' resistance, and
  • build your referral base.

Want A More Profitable Business?  Take This Profile!
 
change works

No matter what level your business or practice is, we all want to take things to the next level (unless, of course, you're ready to retire)!  This could mean more clients, more leverage, more balance...the list goes on.

Sometimes it's unclear to know exactly what to do.  But more often we know what to do, but aren't following through - AND WE DON'T KNOW WHY!

We may spend money on taking assessments, going to seminars and hiring coaches to help us solve our problems.  Still the problems continue.

The missing piece in being more successful can be referred to as "tension management".

That's why I'm saying to you:

Don't spend another dime on training or coaching
until you take this profile

Click Here To Take "ChangeWorks for A More Profitable Business"

Let me explain what this profile is NOT:

  • it's not a psychometric tool,
  • it's nota personality profile,
  • it's not a measure of aptitudes or attitudes
This profile is called "ChangeWorks" and the resulting report is called a ChangeGrid.

Here's what the ChangeGrid will reveal:

  • how ready you are to actually perform the mission-critical activities that will grow your business,
  • what are the opportunities for significant growth in your business, and
  • which areas of your business represent untapped potential and unrealized profits!
The ChangeGrid measures the productive tension you associate with a certain activity.  The Grid can then be used to help you manage your tension for success.

Taking the profile is simple and will only take 10 minutes:

1) Click on the link below

2) Fill out your contact information (your privacy is protected)

3) Follow the instructions to complete your profile

4) We will contact you to set up a free phone consultation to debrief your ChangeGrid.
Business Growth Strategies focuses on helping entrepreneurs, consultants and sales professionals attract more clients, get larger engagements and earn more income.  We also specialize in helping executives become tranformational leaders in their organizations. We help our clients succeed by helping them master relationships in three dimensions: with themselves, one-on-one with others and with teams.
 
 
Sincerely,
 
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David C. Miller MSCC, CPCC, PCC
Business Development and Leadership Specialist
ICF Professional Certified Coach
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