Qualifying a potential buyer (or partner)If both sellers and daters use a methodology to guide their actions they are likely to improve their win rates. This is particularly important for the first few interactions to understand where the relationship might go and identify “deals” that need their attention. For the Islanders, this would be when Josh asked Georgia if she wanted kids, how many, and names; this forethought enables sellers to get ahead of the situation to flag any potential issues or spot opportunities to prioritise efforts efficiently.
Using the “disruptive sale”No clearer example has occurred in the Villa than when Idris dropped the Jack and Georgia kiss bomb to blow the lid off his competition and provide value to Laura. As we know, Laura didn?t see the kiss, but Idris did. And, while Idris provided insight and perspective to Laura, he didn?t analyse the situation methodically. In strategic selling, its essential to identify all the prospect?s behaviours and understand their objectives in a much deeper way. In this case Idris knew Laura wanted a long-term relationship but didn?t help her see these challenges in a new light, or cause her to think differently. This is likely where this steamy interaction fizzled out. Using a research-backed approach to managing such a complex “sale? could have prevented this from occurring.
Dynamic coachingIn sales, I?ve seen a 27.6% improvement in quota attainment when organisations execute a long-term sales enablement strategy, as priorities, insights and learnings can be replicated from previous deals. The same goes for love, previous experiences should inform future behaviours friends can act like sales managers and coach others to change tact before it?s too late. This happened when Dani pulled Laura aside and told her to consider Paul as a prospective partner because he?s at a similar life stage and has similar long-term relationship goals ? offering value and insight to the “deal” through a proven methodology. Laura seems to constantly pick the wrong guy and so Dani provided in-the-moment insights to increase her odds of winning, and because of this Laura and Paul are now a thing. Having an overarching point of view based on analytics provides visibility, real-time insights into opportunities, personalised interactions and increases team performance all around.
Closing the dealPerspective builds on our combination of mindset, insight and experience to build a time-tested method for winning and changing expectations of another party. Without applying this, Islanders risk the prize of fifty grand and ?celebrity? status that?s at stake. There?s no doubt the contestants have a game plan. Jack and Dani went through every stage of this strategy, garnering insights and value and establishing each other?s objectives in a deeper way. By the end there wasn?t really much left to chance, moving the deal to the “in a relationship” status was the next logical step. We could all learn a little bit from Jack! In trusting a methodology, using innovative techniques to drive actions and change outcomes, and applying his competitive advantage to make that move to win! Richard Hilton, Managing Director of EMEA at Miller Heiman Group
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