"Is this in line with the expectations you have planned for the time we'll be spending together today? Are there any other issues I should be aware of?"
When you learn to deliver the many answers to the seven critical questions on the Value Ladder with confidence, passion and speed, you and your message will become so conversationally compelling that your attitude will be, "Why wouldn't this prospect want to do business with me?"
A Shorter Application, Same Results
Let's say you and your prospect have limited time together. If you only have about 30 minutes, for example, the following dialogue makes a concise use of the time, and gets your message across succinctly and confidently.
You want to make sure you give the best impression and hit all the points on the Value Ladder. So, here's how you can do it without sounding like that guy in the old FedEx commercial (who used to talk so fast) and still use the seven questions:
"Bob, I really appreciate your time today; and I'd like to be sensitive to the half hour you've given me. So why don't I spend a little time sharing with you who I am, and explaining what my unique value is, followed by my five business beliefs. These beliefs are supported by a very comprehensive five-step process. I've spent a lot of time on this and I truly believe every step is differentiable, and I'd like to walk you through it.
"I'd also like to share with you a little bit about the clients I work with. You are exactly like one of my typical clients, and I'll give you some examples of my successes. I'll spend some time distinguishing myself, my solutions, and why you should consider partnering with me (and my team). I'd like you to understand the real value behind what I do, and what I can do to align my expertise to help you accomplish your goals. Now, is that in line with what your expectations are for our time today? Is there anything else I should be sensitive to?"
The Value Ladder comes alive even further when you start applying your strategic and consultative questioning skills along with the proper emotional connection skills. In your questioning process there will be areas in your "virtual" file cabinet you can selectively remove so they will make sense to any prospect or client. We'll talk more about those skills as a valuable business-builder opportunity in the next issue.
Leo Pusateri is president of Pusateri Consulting and Training LLC in Buffalo, N.Y., and is author of Mirror Mirror on the Wall Am I the Most Valued of Them All?