{"id":4213,"date":"2017-04-04T00:13:01","date_gmt":"2017-04-04T00:13:01","guid":{"rendered":"http:\/\/newimagemedia.com\/?p=4213"},"modified":"2017-06-12T00:15:05","modified_gmt":"2017-06-12T00:15:05","slug":"gyb-cle-episode-16-4-steps-prospects-use-control-buying-system","status":"publish","type":"post","link":"https:\/\/newimagemedia.com\/blog\/gyb-cle-episode-16-4-steps-prospects-use-control-buying-system\/","title":{"rendered":"GYB CLE Episode 16: 4 Steps Prospects Use to Control the Buying System"},"content":{"rendered":"<div class=\"video-shortcode\"><iframe title=\"4 Steps Prospects Use to Control the Buying System | Rick McDermott | GYB CLE\" width=\"1200\" height=\"675\" src=\"https:\/\/www.youtube.com\/embed\/ZulNH38k9ag?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><\/div>\n<h4>In this episode, Rick McDermott; marketing expert, sales trainer, coach and mentor, shares The 4 Steps that Prospects Use to Control the Buying System. After the tip, we go backstage to learn about Rick\u2019s; advice for college students, getting to the \u201cno\u201d\u2026 and more!<\/h4>\n<p><strong>Transcript:<\/strong><\/p>\n<blockquote><p><em>My name is Rick McDermott, I\u2019m from Sandler Training. Today I\u2019m gonna talk about the four steps that prospects use to control the buying system. Well, when I talk with business owners, CEOs, and business development professionals, they all share a common frustration with me. They tell me things like, \u201cOur pipeline is full, but it takes us too long to close deals.\u201d Or, \u201cWe do a lot of \u2026 spend a lot of time doing quotes and proposals, only to get a lot of \u2018think it overs.&#8217;\u201d It\u2019s important to first clarify that there\u2019s really two things going on during the sales cycle. There\u2019s the prospect system, and then there\u2019s the selling system.<\/em><\/p>\n<p><em>Step one of the prospect system is they appear interested and they act motivated. Yet, they don\u2019t want to share too much information with you for fear of losing leverage during the conversation. Their goal is to keep you engaged and interested long enough during the conversation to make it to step two. Step two of the prospect system is free consulting. Typically, this is when they want to know your product, your service, your price, your delivery, your quality, and your specifications, but they don\u2019t want to pay for it. Typically, this comes in the form of a quote or a proposal that you gladly put together given their level of interest in step one.<\/em><\/p>\n<p><em>Step three is where the prospect becomes non-committal. You\u2019re gonna go in for a close, or handle any stalls and objections now that they have your quote. Only this time, they\u2019re not ready to commit, and it\u2019s gonna sound something like this. \u201cRick, thanks for the proposal. It was awesome, you\u2019ve given us a lot to think about. We\u2019re gonna have to take some time to process it, so give us a call back in a couple of weeks.\u201d Finally, we land on step four, which is hide mode. When we pick up the phone a couple of weeks later to follow up on our quote, we get stuck in voicemail. Only now do we realize that after countless voicemails, and non-returned emails, we\u2019re stuck in the prospect system.<\/em><\/p>\n<p><em>Well, what we can do about this system, is we can have a proven sales system that helps us qualify or disqualify opportunities before we spend too much time, money, and company resources. It\u2019s also important that once we have a system, to be able to debrief the system with a manager or a coach in order to identify opportunities for improvement. The last thing is, we need to practice that system over and over again. So if you want to take control of the selling system, have a system, save time, and close more deals.<\/em><\/p><\/blockquote>\n<hr \/>\n<p>Don&#8217;t miss anything from GYB CLE!<br \/>\nSubscribe now at <a class=\"yt-uix-servicelink \" href=\"http:\/\/gybcle.com\/\" target=\"_blank\" rel=\"nofollow noopener\" data-servicelink=\"CDQQ6TgYACITCLug9tbtttQCFVgMTgodplEGIij4HQ\" data-url=\"http:\/\/gybcle.com\" data-target-new-window=\"True\">http:\/\/gybcle.com<\/a><\/p>\n<p>About the Grow Your Business Cleveland video series:<br \/>\nGYB CLE is an original web video series featuring real CLE business experts sharing their own nuggets of tips, tricks, and approaches to succeeding in careers, becoming more profitable, and living better lives. Co-producing and appearing in the GYB CLE series are NEO Interns who get hands-on experience and earn much needed credentials that will provide an early boost in their careers. Videos will be distributed via multiple GYB CLE channels, contributors channels, and on-line audience sharing.<br \/>\n<a class=\"yt-uix-servicelink \" href=\"http:\/\/gybcle.com\/\" target=\"_blank\" rel=\"nofollow noopener\" data-servicelink=\"CDQQ6TgYACITCLug9tbtttQCFVgMTgodplEGIij4HQ\" data-url=\"http:\/\/gybcle.com\" data-target-new-window=\"True\">http:\/\/gybcle.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In this episode, Rick McDermott; marketing expert, sales trainer, coach and mentor, shares The 4 Steps that Prospects Use to  [&#8230;]<\/p>\n","protected":false},"author":3,"featured_media":4214,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[28,160],"tags":[],"class_list":["post-4213","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","category-grow-your-business-cleveland-video-series"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - 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