BRX Pro Tip: Modeling is a Great Sales Tool
Stone Payton: [00:00:00] Welcome to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lots of sales tools, strategies, tactics, mechanics are at our disposal here in the Business RadioX network. But perhaps one of the most powerful sales tools is modeling.
Lee Kantor: [00:00:17] Yeah. I think there’s no better way for a studio partner to demonstrate the effectiveness of our platform than by showing the prospect how we used our platform to meet and build a relationship with them. Remember when we used to have that kind of map that explained the process, the sales process, and we would take that out and show the prospect, “Look, you’re right here. You’re 80 percent through this funnel here.” And we did it in a way that was invisible to you and that you happily participated. And when you can do that kind of leading by example and role modeling, how we do what we do and how they can leverage what we do in a way that can benefit them, that is some pretty powerful selling right there. So, you’re the sales guru, so you tell me how this works and how you’ve seen it work.
Stone Payton: [00:01:11] Well, yeah, in person, I love to have that coffee-stained flowchart that, in point, you are here in this process. And often, I’ll open it up with, “Look, two weeks ago, you didn’t know us from Adam. And now, you are here. You’ve had a good, positive guest experience. And whether we decide to work together formally or not, you’re going to be open-minded to, at least, approach a conversation about my products and services with an open mind. You’re going to take my call. You obviously were willing to invest in this meeting. And you’re going to try to help me in any way that you can.”
Stone Payton: [00:01:54] In a way that I’ve been using it because we’ve been doing more even sales work on the phone in the last few months, I’ll just tell him, I’ll say, “What is happening right now real time is a perfect example of the results that we deliver. Here we are on the phone, I don’t know if we’re going to get a chance to work together formally or not and actually help you design a show to help you serve your ecosystem, but you were willing to set up the call, you seem to be approaching the conversation with an open mind, and I suspect even if for whatever reason, we don’t pull the trigger on something specific right now, you’ll take my call in the future, and you’ll try to help me in any way you can. We deliver that result every day for our clients quickly, consistently and in a predictable fashion. So, what’s happening right now between you and I, Julie? That’s exactly what we’re going to try to provide for you.”
