The Sales Performance Suite

Learning "Best Sales Practices" From the.....Police?

Tweet  

  

  

  

 delicious  

  

 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