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- Tom Suddes

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Predisposition Overview [Video]

For Impact – Predisposition from For Impact / The Suddes Group on Vimeo.

Predisposition!

This is a crucial part of the selling process.

Our definition would not work well in a dictionary but here it is: Predisposition is EVERYTHING you can do to make the visit NOT a COLD CALL.

We all know what a ‘cold call’ is… so what can we do to make it NOT a cold call? It includes your strategy to secure the visit but it’s much more than that.. it’s about setting the total CONTEXT and the STORY for the visit / ask.

We need to be predisposing to these three things:

  1. The cause or the case.
  2. The ask.
  3. The team. (WHO ARE YOU?)

Effective predisposition accelerates the entire sales cycle.

Predisposition happens before, during and after the visit. We predispose them to our phone call to set up the visit … we predispose to the visit/presentation itself … and yes, we even predispose to the follow-up!

Predisposition

The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be predisposing potential investors:

  • To expect your contact,
  • To look forward to visiting with you about your amazing organization,
  • About your goals for the visit and how much time you need,
  • About when to expect your follow up and what you will be communicating in your follow up.

Reminder: Predisposition is not the same as cultivation and the ball is always in your court!