Selling with Awareness

Good Afternoon,

Congratulations on your band earning an invitation to perform — that’s a milestone your students will remember for years. (This is a mutually agreeable fact) We’ve planned more than 10,000 performance trips over 45 years, and we handle every detail — including collecting payments from parents for you. (Provides a unique offer while acknowledging their achievement)

Would you be against a quick look at a custom itinerary and a simple payment plan for your group? (Get your Yes with their No) From there we can build the full trip end-to-end, or start with just the destination and dates — whichever is easier for you. (Allow two choices, no more. Always two never three.)

If we could put either option in front of you, what’s the best number to reach you at? (This is an easy to answer question)

Much appreciation,
Name
Title & Bob Rogers Travel signature line

Afternoon Clay, (Email contact at Northrop Grumman he found online)

Congratulations on the launch of Lumberjack! (A mutually agreeable fact) As a recent Engineering graduate from Embry-Riddle Aeronautical University and having heard about its development just over a year ago, I can only imagine how rewarding this milestone must be for you and the team. (Sharing himself as the unique offer & appreciation of someone else’s accomplishment is always adding value)

Would you be against a quick call to share 3 or 4 key decisions that helped shape your career path? (Gets a Yes with their No) Alternatively, I’d be happy to stop by next time I’m in the area to drop off my resume in person. (Allow two choices, no more. Always two never three.)

What would work best for you? (An easy to answer question)

Much appreciation,
Jeremy Jackson

Good Morning Todd,

We both value clinical excellence and sustainable staffing models. (A mutually agreeable fact) As you spoke with Garrett Williams at a recent conference, I understand he discussed our Transition and how it works as a bridge when insourcing a service line or switching between groups. (The unique offer — delivered as information, not a pitch)

If there were a way we could enable Peace of Health Medical Center to make the move to an employed model, ensure full schedule coverage in the process, and improve read turnaround times — would you be against meeting with my VP and I on 11/17? (Got his Yes with a No — and opened with “If there were a way…” not “If I had a way…” which would have subconsciously implied Brian knew more than the prospect)

We will be visiting Peace of Health St. Johns from 11 – 1:30pm on 11/17 to discuss our program for multiple service lines there.

Shortly after we meet to better understand your specific needs, we could move forward with a detailed clinical discussion to assess how our solution would look in execution.

Would a meeting on 11/17, sometime between 3pm – 5pm or a dinner that evening work better for you? (Allow two choices, no more. Always two never three — and easy to answer.)

Much appreciation,
Brian