BRX Pro Tip: Add an Element of Surprise
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat a little bit about how to add an element of surprise to your sales process.
Lee Kantor: [00:00:12] Yeah. I think it’s a great idea when you can add some sort of emotional resonance into a sales presentation. A lot of times people are just talking and kind of droning on about their benefits or features of whatever it is they’re selling. I think a better way to approach this is to create kind of some drama or some excitement, and you can do this by hopefully giving your prospect that aha moment where the light bulb goes off and then you have a story that either illustrates something that you’ve done and that has a better chance of emotionally resonating with your prospect and moves them closer to buying something from you.
Lee Kantor: [00:00:49] A couple of examples of how we do that element of surprise in our process, number one, something that we do when we do shows is we give a Business RadioX mug to our guests. This kind of is a surprise and delight moment that elevates an already good experience into a memorable and a great one, something that they’ll share and talk about with their friends.
Stone Payton: [00:01:09] Another way we add surprise into our sales process is when we kind of break out that sheet of paper that describes our selling process, our sales process, and we show them near the end of the process that they’ve kind of gone through this whole process of being invited to a show, being part of a show, having a follow-up meeting to discuss ways to kind of leverage their show appearance. And we tell them, “Hey, you know, a few days ago you didn’t know who we are and then today you’re making, you’re contemplating doing business with us.” And at that moment, that usually is kind of that aha moment where they’re like, “Oh, I get it.”
Lee Kantor: [00:01:48] And then, they start kind of visualizing how they’re going to be able to do that with their prospective clients. And then, that moment is rare, really resonates and everything clicks and it all comes together, but it surprises them because they didn’t realize they were part of the sales process because it was so elegantly done.
Lee Kantor: [00:02:04] So, if you can create those kind of surprise moments, that aha moment, in the minds of your buyer, you have a better chance of selling them something.
