Wanted to share this illustration of a customized sales process we did with a client. If you’ve been to a workshop you will recognize Predisposition > Present the Opportunity > Follow-up.
Though we originally made it for one client, we think it’s pretty near universal.
- Leads feed into a PREDISPOSITION STRATEGY.
- VISIT! Do Discovery and then Present the Opportunity … could be two visits or one but not more.
- The GOAL is a big deal to me … if we can get them to say, “Wow, this is great, what can I do to help?” … then it’s not about cultivation, time or a chess-like gambit. It’s about communicating the ‘how to help’… now/today.If they don’t say, “Wow!” … then we effectively JUST ASK around the goal … and get permission to talk about the funding plan on the next (second) visit.
- Follow-up – is a STRATEGY, not an ACTION ITEM.
Click on image to download a copy for your files.
There it is. The ‘3 P alliteration’ that summarizes all ‘SALES’!
SALES SUCCESS is a direct result of combining your SALES PEOPLE with a
SALES PROCESS and then relying on them to PERFORM! (You need all three.
Two of three won’t cut it. One of three, close up shop.)
Note: Most ‘NFP’ orgs don’t know where to begin re: a SALES PROCESS. We’ve spent 30 years building and refining a SALES PROCESS.
Here are 9 GUIDING PRINCIPLES to help you ‘sell’ your VISION, your MESSAGE, your PRIORITIES …
Pretty self-explanatory, but there are some ‘notes’ with each one.
||CHANGE YOUR VOCABULARY! WORDS ARE IMPORTANT! Stop using all the typical ‘nonprofit’ industry jargon. Start using ‘sales’ terms, ‘business’ terms, ‘common sense’ terms.
|Power Points |Presentation Tools
|Asking for Money |Presenting the Opportunity
||THINK BIG. BUILD SIMPLE. ACT NOW! Our absolute favorite Entrepreneur’s Mantra. Also works great for SALES. THINK. BUILD. ACT. BIG. SIMPLE. NOW.
||THE RULE OF 3! ‘FORCE’ everything you do into groups of 3! Your Message Points. Your Priorities. Your Buckets. Your Sales Presentation. Trust us. It works.
||NO TIMEOUTS. NO SUBSTITUTIONS. NO EXCUSES. OG’s Notre Dame Boxers’ Mantra. Works for sales. Take responsibility for your life. Your actions. Your results.
||PREPARE. PRACTICE. PERFORM. You ‘get’ PREPARE and PERFORM. What we never, ever, ever do (in our world) is PRACTICE! PRACTICE YOUR PRESENTATION. Your response to objections and challenges. Your opening. Your close.
||FIRST WITH THE HEART. THEN WITH THE HEAD. This is the corollary to a great line in the book, THE POWER OF ONE. Zig Ziglar, über sales trainer, says it perfectly: “People buy on emotion, then justify with logic.”
||DO THE MATH. You can’t ‘SELL’ unless you understand all the ‘NUMBERS!’ This is about goals, self-fulfilling prophecy, and the Stockdale Paradox (Face the Brutal Facts).
||ASK QUESTIONS. (ACTUALLY) LISTEN TO ANSWERS. This is, without question, the greatest ‘SALES TIP’ … ever!
||SHARE THE STORY. PRESENT THE OPPORTUNITY. No explanation necessary. Just do it.
We urge you to read Dan Pink’s book, TO SELL IS HUMAN!
Go immediately to Page 155 and read about Elisha Otis and the world’s first elevator pitch!
Teaser: It involved him climbing on top of one of the world’s first elevators and taking an axe and slashing the rope that is suspending it in mid-air!
We love Dan’s thinking as he goes into the 6 Successors to the Elevator Pitch:
- The One-Word Pitch (IMPACT!)
- The Question Pitch (JUST ASK!)
- The Rhyming Pitch (LIVE TO GIVE. GIVE TO LIVE.)
- The Subject Line Pitch (YOU JUST WON $1M FROM NIGERIAN LOTTERY.)
- The Twitter Pitch (ESPECIALLY TWEETS THAT PROVIDE INFORMATION AND LINKS OF VALUE TO RECIPIENTS.)
- The Pixar Pitch!!! (Page 170. THIS ALONE IS WORTH THE PRICE OF THE BOOK.)
Pink reinforces everything we’ve read about Pixar, John Lasseter and his team, Steve Jobs, Walt Disney Company, and more.
IT’S ALL ABOUT THE STORY!
Once upon a time there was _________. Every day _________.
One day ________ and _________. Because of that _________ .
Because of that __________. Until finally _________.
To every For Impact organization out there … fill in the blanks and you have your STORY! document
You know our FI | TSG line: You’re in Sales. Get over IT!
Nick meets with a prospective foundation on behalf of Christian Community Action. The organization has a relationship with this foundation, however the relationship is not being maximized. Nick goes into the visit without much background knowledge about the foundation.
Tom meets with a long time annual fund supporter on behalf of March Of Dimes to maximize the relationship.
Nick meets with a qualified prospect on behalf of Youth Ventures. The prospect does not have much time to devote to the visit.
The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time he meets with her.
This close is perfect when you have no idea what the prospect’s capacity is. (2:48)
A simple close that you can literally do on the back of a napkin. (2:54)
The ‘discovery close’ is used when you have not been able to qualify the prospect’s interests or capacity. You can simply – ask – using power questions.
- “Where do you see yourself?”
- “Would you be willing to share with me a little about your grant making process?”
- “I know you give to so many wonderful projects, could you share a little about your philosophy and priorities?”
- “I know you have a foundation but I don’t really know much about that, would you be willing to share a little before we talk about the funding plan and how you can help?” (3:11)
You all know the story of the ‘Little Engine that Could.’ Great little blue engine that pulled the big train chanting, “I think I can. I think I can. I think I can.” It’s about the little guy overcoming odds with attitude and proving something for himself.
It’s great. But it’s not your organization’s best story.
The Little Engine story-syndrome for nonprofits looks something like this:
“We’re really tiny but we don’t give up. We make good use of everything. We’re struggling but we’re going to make it. We believe we can. We believe we’re doing good work! Can you support us?”
Present a better story. The Little Engine That Could story is a narrative about confidence.
We want a narrative about PURPOSE!
No time for you to tell us you can give yourself a pep talk. With all due respect to the little engine, we’re not pulling a train full of toys; we’re SAVING lives, CHANGING lives and IMPACTING lives!
Inspire like MLK.
Heck, charge forward like Braveheart.
They were driven by a sense of PURPOSE, not self-discovery.