The Preapproach
Summary
TLDRThe video discusses the importance of the 'pre-approach' method in sales, a preparation process done the night before a presentation. It emphasizes that proper preparation can place salespeople in the top 20%, while the bottom 80% fail to plan. Key steps include researching the client, creating a personalized value proposition, asking critical questions, calculating possible outcomes, uncovering hidden needs, and crafting an agenda. By preparing effectively, salespeople can significantly improve their chances of success. The presenter also shares a personal experience to illustrate the effectiveness of the pre-approach.
Takeaways
- 💼 Pre-approach method involves preparing the night before a presentation to place yourself in the top 20% of salespeople.
- 🔍 The first step in pre-approach is research, gathering information about the client and your company using social media.
- 💡 Personalized value propositions are key. Standardized ones are used by the bottom 80%, but top 20% tailor them to the specific client's needs.
- 📊 When presenting a value proposition, include a metric that shows how your offering will impact the client's goals.
- ❓ Develop critical questions that will make the client think deeply about their needs and your offering.
- 🎯 Calculate advances, which are actions the client takes to move forward, and set a minimum and maximum target for these actions.
- 💭 Uncover hidden needs by asking the right questions and presenting new solutions that the client may not have realized they needed.
- 📅 Create an agenda to plan out how the meeting will flow, including when to ask key questions.
- ⏳ Time management is crucial, but disregard the time it takes to prepare thoroughly the night before the presentation.
- 📝 Personal experience examples, like researching an interviewer before a job interview, can make a strong impression and help build rapport.
Q & A
What is the pre-approach method and why is it important?
-The pre-approach method is a preparation process that involves gathering information and planning before a sales presentation. It is important because it places you in the top 20% of salespeople who effectively prepare, while the bottom 80% do not.
What is the first step of the encounter planning period?
-The first step is research. You need to gather information about your client and your company, which can be done through social media and other sources. This information helps create a personal connection during the sales conversation.
Why is it important to tailor your value proposition to each client?
-Tailoring your value proposition is crucial because it shows that you understand the client's specific needs. Standardized propositions are less effective and are what the bottom 80% of salespeople use.
What should a good value proposition include?
-A good value proposition should include how your company can help the client, the benefits for the client, and a metric that quantifies the impact, such as an increase in sales or a decrease in time to complete tasks.
What are critical questions and why are they important in a sales presentation?
-Critical questions are insightful questions you prepare for the client. They are important because they make the client think deeply about their needs and show that you have a strong understanding of their business.
What does 'calculate your advances' mean in the context of encounter planning?
-Calculating your advances means determining the actions or steps your client needs to take during the sales process. You should identify both the maximum and minimum advances you're aiming for to guide the conversation toward these outcomes.
How can you uncover hidden needs during a sales presentation?
-You can uncover hidden needs by asking thoughtful questions that go beyond what the client initially presents. This shows that you care about understanding their business on a deeper level.
What is the final step in encounter planning?
-The final step is to create an agenda for the meeting. This includes planning the sequence of questions, topics to cover, and ensuring that the conversation flows smoothly toward your target outcomes.
Why is it important to complete the pre-approach the night before the presentation?
-Completing the pre-approach the night before ensures you are well-prepared and focused. The top 20% of salespeople take this time seriously, while the bottom 80% may neglect preparation and try to 'wing it' the next day.
How can the pre-approach method be applied to job interviews?
-The pre-approach method can be applied to job interviews by researching the interviewer, preparing personalized questions, and understanding how you can add value to the company. This preparation helps you stand out and creates a more meaningful connection with the employer.
Outlines
📊 Importance of Pre-Approach Method in Sales
The speaker introduces the concept of the pre-approach method in sales, emphasizing its importance in preparing for presentations. They explain that completing a pre-approach the night before a presentation puts you in the top 20% of salespeople, while those who don't prepare are part of the bottom 80%. The pre-approach involves research on the client and company through social media to gather insights that can help build rapport. The speaker highlights the importance of customizing value propositions to each client instead of using standardized approaches and stresses the use of metrics to convey the impact of solutions offered. Critical questions, advance planning, and uncovering hidden client needs are all part of the process, along with crafting a detailed agenda. They caution against procrastination or 'winging it,' which leads to poor results.
💼 Applying Pre-Approach in Job Interviews
The speaker shares a personal experience to illustrate how the pre-approach method can be applied in job interviews. They recount preparing for an interview with Sun Tan City by researching the manager via social media, which helped create a personal connection during the conversation. Additionally, the speaker stresses the importance of asking thoughtful questions during the interview to show genuine interest. They also mention how presenting one's value to the company is essential. By using the pre-approach method correctly, they assert, one can increase their chances of success in interviews, making a lasting impression and potentially leading to greater opportunities, like financial gain in sales.
Mindmap
Keywords
💡Pre-Approach
💡Encounter Planning
💡Research
💡Value Proposition
💡Metrics
💡Critical Questions
💡Advances
💡Target Area
💡Uncovering Needs
💡Agenda
Highlights
The pre-approach method is crucial for being in the top 20% of salespeople, as the bottom 80% fail to prepare in advance.
The encounter planning period begins with researching both the client and the company, utilizing social media to gather personal information that can aid in building rapport.
A key aspect of the value proposition is to specialize it for each client rather than using a standardized approach, which differentiates top salespeople.
Including metrics in the value proposition is important, indicating specific outcomes such as increasing or decreasing key performance indicators for the client.
Asking critical questions that challenge the client and prompt deeper thinking is a vital part of encounter planning.
Planning advances involves setting both maximum and minimum actions you expect from the client to ensure steady progress toward your objectives.
Uncovering needs that the client may not be aware of demonstrates deep understanding and care, enhancing the salesperson’s value in the eyes of the client.
Creating an agenda for the presentation is the final step, structuring the meeting to cover all prepared questions and objectives.
Time investment in pre-approach is essential, regardless of how long it takes, as thorough preparation distinguishes top performers.
A personal example of using the pre-approach in an interview shows how researching the interviewer can help make a memorable impression.
Employers appreciate well-thought-out questions during interviews, demonstrating genuine interest and preparation.
Identifying the value you bring to a company is crucial in personal selling during interviews and presentations.
Top salespeople focus on building personal connections through tailored conversations based on prior research.
Proper pre-approach planning before every presentation can significantly boost a salesperson’s success rate and financial earnings.
Failing to prepare the night before a presentation often results in underperformance, as clients can easily recognize when someone is 'winging it.'
Transcripts
good morning y'all so today I'm going to
be talking to y'all about the pre
approach method this is something that
you want to do the night before you have
a presentation and if you do this you
will be in the top 20% of sales people
because the bottom 80% are people who
don't do pre approaches and don't
prepare for the presentation the next
day and if you do this you'll be in the
top 20% which means you'll be one of the
top sales people around so pre approach
can also be stated as an encounter
planning period so the encounter
planning period the first step is to
research you want to gather all the
research you can on your client and also
your company and you can do this by
going to social media and once you're on
social media you kind of want to look up
your prospect and figure out things like
where they're from you know if they're
married in anything like that that'll
help you create a conversation with this
person the next step to encounter
planning will be value proposition so
you want to create a value proposition
for your client and you can standardize
your value propositions but that's what
the bottom 80% of sales people do and
you don't want to be that you want to be
in the top 20 so you want to specialize
each free approach to your specific
client and their needs so the first
thing you kind of want to stay in your
value approach is how your company can
help your client and you also want to
state the benefits so you when you state
your benefits and the value proposition
you want to include a metric a metric is
something that you're wanting to do for
your clients so for example you can
increase excels or you know change the
amount of time it takes to complete
something and when you add this approach
or when you add this metric you want to
add after which way the metric will move
so increasing
creasing and then you want to add how
much it will move so it will increase a
lot decrease a lot that's what you want
to do with your value proposition the
next step to this is asking the critical
questions so you kind of want to write
down and figure out these critical
questions that you're going to be asking
your prospect and these critical
questions are something that you know
you come up with and you're gonna ask
your client and it's going to make them
think and it's gonna almost make them
say you know that's a good question next
step to encounter planning is to
calculate your advances and advances is
something or an action that your client
takes to get somewhere so you want to
kind of figure out your maximum advances
that you would like to have but then the
minimum amount of vanes is that you will
take and that will kind of be your
target area and once you figure out your
target area you want to make sure that
you land right in the middle of that and
then you want to also focus all your
questions and everything else around
that target area the next step to
encounter planning is going to be asking
yourself what kind of values can you
bring to the table with the questions
that you're asking so a lot of the times
you know you're asking questions to
uncover needs and a lot of times those
needs are already presented but
sometimes you can ask questions that
will uncover needs that the content
didn't even know they had and that's a
really good thing to do because it shows
that you really care about figuring out
what they want and then once you uncover
those new needs you need to present a
value or something a benefit to that new
need then the last step to encounter
planning will be to create your agenda
so after you have created all the
questions everything that you're wanting
to do during this meeting you're gonna
create your agenda how you want to plan
it out when you want to ask these
questions and things like that so with
the pre approach and encounter planning
doesn't matter because it's a very
important thing that you need to do so
you kind of need to disregard time and
how long these things can take whether
it takes 30 minutes or four hours you're
gonna need to get it done either way and
you want to make sure it's done the
night before your presentation whereas
the bottom 80% of sales people go out
and you know party or drink and meet new
people when stuff tonight for their
presentation and then the next day when
they go in for their presentation they
just wing it and almost always kant's
can tell when they're winging it and you
don't want to be that you don't want to
be the top 80% you want to be the top
20% so a personal experience I guess I
would say for this one is how you can
include it in like an interview process
so for me I've had plenty of part-time
jobs and I'm sure a lot of you have too
but right now I'm with Sun Tan City as
you all know and for the pre approach I
would say I almost did this during my
interview or before my interview with
Sun Tan City so I knew the manager that
I was gonna be talking to and I looked
her up on social media and kind of
figured out a little bit of personal
stuff about her so that way when I went
into my interview I could have a
personal conversation with her and
that'll make her remember me
specifically because I knew things about
her and I could carry on a good
conversation and the next you really
want to come up with good questions to
ask that employer employers really
appreciate that and it makes them see
that you actually care and you actually
want that job so I did the same thing I
came up with questions in my head of
what I wanted to ask her and then you
kind of want to figure out what value
you will add to that company and when
you do that it's all about personal
selling yourself to that employer and
why they should choose you and why you
will benefit their company and if when
you decide to use the Spree approach and
you do it correctly and you do it the
night before all your presentations you
will become one of the best sellers
around and you will have plenty of money
in your pocket
thanks for your time
تصفح المزيد من مقاطع الفيديو ذات الصلة
Encounter Less Sales Rejection with This Technique
02. Sales Process
Inner Game Of Selling !! Chapter One Summary !! The Psychology Of Selling
Master Salesman Shares Flawless Sales Techniques To Make Serious Money
What Is Construction Planning?
How to Sell Anything: Wall Street Pro Reacts to Billions TV Show: Episode 12
5.0 / 5 (0 votes)