Today’s Sunday Snippet is a preview of business book NAIL THE SALE: Sales Training for Entrepreneurs by Rick and Nancy Monsipapa. The chapter in this preview was provided by the authors’ agent.

 

Preview of business book NAIL THE SALE: Sales Training for Entrepreneurs by Rick and Nancy Monsipapa

 

About NAIL THE SALE: Sales Training for Entrepreneurs by Rick and Nancy Monsipapa

“Having known Nancy and Rick for several years, I know they have decades of experience in the world of sales. Their wisdom will jump off the pages into your heart to inspire entrepreneurs around the world to get into the fight.”
– Chris Krimitsos, Chief Creative Officer, Tampa Bay Business Owners

“When I first met Rick and Nancy, I had a successful software development company but did not profit enough to quit my day job. I told them my goal was to be making enough to quit within a year and they helped me get there in two months. They helped me build a sales process, a pipeline of potential clients, and taught me how to close. I owe my success to Rick and Nancy as they taught me how to nail the sale!”
– Brian Kornfeld, Founder and CEO, PopkornApps

“Rick & Nancy have been coaching and mentoring my wife and I for over three years. Skill set development and positive mindset improvements have helped me successfully prospect, negotiate, and close business in the seven figures, increasing sales by 75 percent in less than one year.”
– Rick Weijlard, Structures CPM, Inc.

• 1 on 1 coaching
• Team Sales Training
• Key Note Speaking
• Tailored Sales Training for your company’s needs
• Workshop presentations along with lunch and learn

 

The Snippet: CHAPTER 7

The Art of the Deep Dive: A Fact Finding Mission

“Successful people ask better questions, and as a result,

they get better answers.”

– Tony Robbins

When some people hear the words “deep dive” they think of

SCUBA diving. Since Nancy is a Dive Master that would be

a natural assumption in our household, as well. When we are

in the realm of the Entrepreneurial Sales Professional, deep

dive takes on a completely different meaning.

 

There is an art and a science to the deep dive. The science

of the deep dive is about asking the same questions over and

over, creating a systematic approach to understanding your

potential client, similar to an assembly line in a manufacturing

facility. The art of the Deep Dive is gathering information

from your prospect in a conversational manner, knowing

when to pivot like a basketball player moving around a

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defender to a different line of questioning when a certain

answer is given, feeling the conversation like a downhill skier

senses the moguls on a great run or an artist paints a canvas.

Conversational fact-finding is using all of the social, people,

and sales skills you have in your body. Learn to pull

information from a prospect who is filled with facts,

emotions, and insider information and you will begin to

understand their business from their perspective and not your

viewpoint. This process is truly an art form; you are building

valuable rapport and the empathy that you convey during this

mission will pay massive dividends further down the sales

cycle with this future client.

If you listen to show number five, “The Art of Discovery” in our

Nail the Sale podcast, you will hear in our own voices how we

gather crucial information in this key step of the sales process.

When you start a fact-finding mission with a potential client you

need to have a clear game plan and strategy going into the

meeting. Preparation is the key and again, this is the science part.

What information do you need to gather in order to

understand if moving to the next step of the sales process is

prudent? Our first recommendation is always have a scripted

ten-question survey that you use with about ninety percent of

your clients. This is for gathering basic information regardless

of their industry, product, or service. Use questions that

revolve around some of the following areas:

Where do they see themselves (or their company) in

six months to three years?

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53

What are the two biggest challenges facing them

today and how long has this been a problem? Have

they tried to solve these challenges in the past?

On a scale of 1 to 10, what is their urgency to move

their business forward?

What is the biggest opportunity to grow in their

current business model?

Are they currently looking at other vendors that offer

similar services?

What we are doing here is finding some common ground,

creating an opportunity to develop a transparent dialogue

between professionals, and building a valued relationship

between sales consultant and business owner. It is imperative

that you move from entrepreneurial sales person to

recognized expert and a valued resource for your client, hence

the sales consultant role.

When Nancy was first told that it was mandatory that she

do a deep dive with each of her potential clients in one of her

sales roles, she pushed back. She really didn’t believe that

anyone would spend 30 minutes answering questions that she

thought she already knew the answers to. She thought the

person she was talking to didn’t have time for that and she

was afraid they would see her as pushy. But she soon realized

the more comfortable she got with the process, that exactly

the opposite was true. She actually had individuals and groups

tell her she wasn’t like most sales people; she really seemed

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like a consultant who truly had their best interest in mind.

They told her she seemed to care and were thankful she

understood that their business was different. She can

remember one conversation in particular where a company

was doing research on 25 different competitors, and this

gentleman said, “Would you help me understand what is good

and bad about each of these?” She said sure, and they spent

the next 45 minutes going through each of them. This

gentleman, after three years, still calls Nancy as a resource

and has become an incredible referral source.

Let’s start with some of the basic attributes of a master deep

diver. To have mastery in this phase of the process means that

you tune in your ears and close your mouth. By that I mean

your prospect talks at least eighty percent of the time and you

speak twenty percent of the time, and a better ratio would be

closer to ninety/ten.

Here are some key phrases to use during the course of the

conversation:

How did you get started?

What happened next?

Why did they do that?

How do you move on from here?

Who is your next target?

If everything was perfect, what would that look like?

The Art of the Deep Dive: A Fact Finding Mission

55

These are just examples of open-ended questions that will

keep the prospect talking and stop you from interrupting.

When the prospect is talking about various aspects of their

business or challenges, you are never to offer a potential

solution during the course of this deep dive; you will have

plenty of opportunity to share your solutions later in the sales

process. It would be fine to offer a cursory overview statement

such as, “We may have some solutions for that challenge.”

However, do not ever stop a prospect from laying out his

challenges and his information to you. The best thing to do is

show your total engagement. This is accomplished in several

ways: eye contact, note taking, nodding of the head, body

language, facial expressions, and asking follow-up questions.

Sometimes asking for clarity on a topic you are discussing

will give you better insight to this client and it may sound

something like this: “Help me understand the point you just

made about the current challenge you face…”

“Help me understand” is our favorite three word phrase in

selling because it will always bring you back to the client and

their position and point of reference. If your potential client

uses a term you aren’t familiar with, let them know it’s a term

you haven’t heard and ask them to teach you what this means

in their industry.

Give your client your full attention. Put away your cell

phone. This will keep you from looking at it because the blue

light is blinking which makes your client feel unimportant.

Do not let your eyes wander to the people walking by the

store front window you are facing, avoid any storytelling on

your part or worse, story topping. What is important is to

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keep an open mind about the person in front of you and

determine if this prospect is a great fit for your product or

service. Focus. Focus on them and try to decide if they will

be someone that you will want to do business with ten years

from now.

We once heard a motivational speaker say that so few people

ever get a chance to tell their whole story. Asking someone

how they got started and actively listening to them and turning

off your inner voice, sets you apart from the masses of other

entrepreneurs who are pushing their product or service to

anyone with a pulse.

Rick once consulted with a couple who was considering

buying into his coffee franchise. After several discussions

with them, it was apparent that they wanted to build their own

stand-alone coffee concept. Rick listened in meeting after

meeting to what it was they were trying to achieve and,

because of that, an incredible friendship ensued. Rick

assisted them by becoming a consultant, ensuring their

success. This is a perfect example of having a mindset of

abundance and seeing yourself as a servant. If Rick had not

allowed them to tell their story and really listened to what it

was they wanted to accomplish, he would have steered them

down the wrong path.

Part of this art form is being able to discern people’s

opinions, attitudes, and their overall outlook on life in

general. We are constantly amazed when we sit down with

entrepreneurs by how like-minded they are to our view

points on business and living an inspired life. Being able to

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57

come around to their side of the table and view their business

world as they see it will give you a tremendous edge on the

competition. Drawing people out of their shells and getting

them to discuss business and life in an engaging and open

format is a social asset that you can use in many areas of

your life.

***

There you have it! If you like this Preview of business book NAIL THE SALE: Sales Training for Entrepreneurs by Rick and Nancy Monsipapa, you can buy your own copy of the book on Amazon.