David & Tim interview Certified Business Performance Advisor with Insperity, Todd Bowman. Everyone's trying to find the right deal - Venture Capitalist or Sales Pro … it can be hard to say, “No”, but just as difficult not to prejudge a good opportunity. Looking at our PIPELINEs as Deal Flow: know who YOU are and are THEY a good fit. DEFINE who makes a good fit and do better DISCOVERY. The KEY? Asking good questions!! We asked Todd how far into a conversation he could sense a fit or not: 15 minutes in. His qualifiers: LINE UP, FINANCIALS & TIMING (timing is the moving target). Note: If they're not going to give you 15 mins, they won't give you 30. Everyone's got 15 to invest with you. IF YOU'VE ASKED THE RIGHT QUESTIONS ENOUGH TIMES, you know the standard responses. Challenge them when skirting a question. Get them to think differently. 2 QUESTIONS: How'd you get to where you are, and how does this thing end (5 to 10 years)? Spend time with the questions that make them GREAT, not just GOOD! That's what gets them EXCITED! And if they aren't excited about the great questions, maybe that's an indicator they’re NOT a fit. IF YOU'RE NOT SURE OF A FIT - SLOW DOWN. Don't sell; teach! After the first 15 minutes, it’s really about engagement. Slow down to speed up!
ASK BETTER QUESTIONS & BETTER UNPACKING OF THOSE QUESTIONS. When you end a conversation, try asking: OUTSIDE OF WHAT WE PROVIDE, HOW ARE YOU TRYING TO GROW? We can refer someone or provide a resource (Leave them better than you found them).
Connect with Todd
LinkedIn: https://www.linkedin.com/in/toddabowman/
Email: Todd.Bowman@insperity.com
Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
