Posted by Jim Kasper on Thu, Apr 01, 2010 @ 09:00 PM
Solving crimes and selling have something in common?
"Absolutely," answered Rick Huffman. "In fact, I bet there is more in common with crime investigation best practices and selling than you would ever think," he continued. Mr. Huffman speaks from experience because not only is he a retired police detective and insurance private investigator, but his wife, Linda, is the owner of a top producing real estate business in Florida.
Both selling and solving crimes are process oriented.
Solving crimes Selling
1. Identify potential suspects Same thing
2. Find out everything you can Same thing
about them - "use whatever
source of information is available"
3. Profile the suspects Same thing
4. Develop "case specific questions" Same thing
Detectives attend a "what, when,
where, how, why school" in their
detective training!
5. Conduct suspect interview We qualify suspects
A. Technique varies by Us too
suspect's behavioral style
B. Establish rapport We do that
C. Pace your questions to the We do that, too
time you have available
D. Plan your questioning to We'd better do this
test the veracity of your suspect
E. Always end on a positive note Absolutely
6. Building the case
A. Establish motivation We want to learn &
(obvious and hidden) present what's in it
for them
B. Determine if the suspect Need/Want/$
was/is capable of doing the
the crime
C. Tie the consequences of the Tie their benefits to
crime to what they have our solution, both
at stake...their freedom business and career
Adaptability and Urgency
Mr. Huffman goes on to say that successful crime investigation depends upon two key factors: adaptability and urgency. That is so true about top producing salespeople.
Is your sales process conducive to you becoming a SUCCESSFUL SALES DETECTIVE?
Photo credit: Jon Hicks