Greg's Right FIT #497 – This week: Decision makers, Rapport, Good hair
Quick notes to help you grow your business in less time with less effort. . . sometime next week.
In this issue:
- Thoughts on Identifying Decision Makers
- Being Human
- Random Stuff
Thoughts on Identifying Decision Makers
- In long sales cycles, we start early finding decision makers. One way is to ask prospects for a "case study." Have them describe the steps in the decision the last time they invested in a similar product similar. Take notes.
- Our knowledge of other company's decision processes is an advantage. When noting who is involved and what is decided in each step, compare it to what we've experienced elsewhere. Gently question steps that seem to be missing.
- Chart what we learn early and often. What is the step, who is involved, what decision are they making (exactly), and what's the timeframe for each step?
- The fastest, most profitable sales cycles depend on knowing the client's decision making process. I'd argue it's more important than having a "champion" on your side. When we know their decision process, we can tailor an exact fit for our clients.
Being Human – The magic of rapport
“It is surprising how much you can accomplish if you don’t care who gets the credit.”–Abraham Lincoln

In most complex sales cycle training, there is a reference to building rapport. A quick search shows:
- ". . .establishing rapport is key."
- ". . .build rapport effectively and make lasting connections. . ."
- "Establishing rapport with key stakeholders is vital. . ."
Sounds important.
As you'd expect, there's a lot of advice on how to build this ". . .complex psychological state characterized by mutual attention, shared positivity, and coordinated nonverbal behaviors." Yikes. Most of it reads like instructions on how to be human. In the dozens of sales training courses I've sat through, it feels like instructions on how to not act like a psycho killer.
I get it. It seems hard to teach, let alone define. One of those "you know it when you see it" skills.
Here's a shortcut to getting the outcomes attached to this magical skill. Remind yourself, "my intent counts more than my technique." If you're interested in doing the right thing for your prospect's business, it shows. This happens in spite of your training and techniques. Especially in a long, complex sales cycle.
So, before you walk into the room with a new prospect double-check your intent. You're there to help them make a good "yes" or "no" decision for their company. You'd like it to be a yes, but you're ok with a no. If that's your intent, you'll have rapport.
Don't believe me? Think of a less complex decision process in your own life: the doctor's office. Were you in a state of "mutual attraction, shared positivity, and coordinated nonverbals"? Or did you think, not sure I like this person, but they seem to have my best interest in mind.
Intent counts more than technique.
Random Stuff
"I had said, 'Wow,' and had looked at his hair inside and outside, but the pitchman in Ron Popiel wasn't satisfied. I had to feel the back of his head. I did. It felt just like real hair."
– Malcolm Gladwell, "The Pitchman," New Yorker, Oct. 30 2000
On many a Sunday morning I turn on a news show that features a number of stories on entertainers. In one, about half a year ago, they interviewed Al Pacino. In talking about his long career he said, "I'm an old fellow, you know, and when I have my hair now and I go out and someone takes a picture of me, all you see is like a white hydrant."
I get it. I'm living it. I am scrolling a week's worth of pictures on my phone from a recent wedding weekend. In some lighting my hair looks dark-ish. Thinning, but mostly black with gray sidewalls.

In other lighting, it's a barely there white hydrant.

Are you thinking what I'm thinking?
Yep, The Babes Are Back. GLH-9.
For those of you that don't remember 1990's infomercials, the greatest salesman of our time, Ron Popiel, pitched a product called GLH. Great Looking Hair, Formula 9. In nine different colors.

It was something you sprayed on your thinning pate and it left a thick residue that was just like real hair until you washed it out.
It would have been the perfect thing to pack for my photo week.

So handsome. Would have been the talk of the town.
Enjoy your week.