[Music] hi everyone is jackal Vanacore from winning by design I am back with another lesson on how to become a sales professional and today's lesson is about something that is very close to me the provocative message but before we go there can you do me a favor can you click on like thank you so let's get started what we're gonna start with is I want you to understand that we are going through a particular process of a client and this is the buying experience this is not stages or anything these are particular forms experiences that
they go through first experience that it goes through a client realizes that they have a problem or the need for a certain impact now this can be induced by you or they can come to this collusion themselves but once they do they're gonna be looking for ways to solve the problem in that one when they are in that particular moment and want that experience education is the right thing to do for you it may come to two or three options that they're having and that is where they're gonna be looking for you to make it
clear why you are the right solution now what I'm gonna do next is I'm gonna map sales techniques against it so first sales technique that I'm gonna map against it is where you recommend the solution for example decline may have two to three particular situations pain points that are looking to address and you recommend how to do that we call that solution selling now next thing that we can do is you know obviously the client may not always find you or they may not always know exactly what the problem is and so once they do
you can actually also consult for them and consulting means that you're asking questions you're helping them to understand the problem better [Music] but wait but wait there's more and this is where the provocative message comes in provocative message comes in with clients who do not realize that they have a problem there and instead of asking questions you are telling them you are provoking them now this is very applicable to provocative to innovative solutions solutions that are so new and exciting you know the buyer doesn't know that yet that they have a problem that means you
need to provoke them you need to realize that they have a problem now here's how you're gonna do that I like to read this for a brief second okay now this is a provocative message and what I'm gonna do is that we're gonna reverse engineer it I'm gonna dissect it from this message I'm gonna try to learn what are the key elements of this message now first what I see is that I'm demonstrating relevance by showing that I've done my research following I am describing the current situation occurring the customers experience in this case an
on-premise solution I then indicate that the K key problem is that they want to scale faster now what we're gonna see next is we are recommending a cloud solution in this case that's the anchoring point the anchoring point is a customer had an on-prem solution they want a cloud solution to scale faster following that I'm gonna indicate the rationale impact of that looking at the 10 Q statement I noticed that the spending acts and I believe that we can help them save money as much as two million dollars per year now note that when we
talk about this that rational impact is something that impacts the company the emotional impact does not only impact the company also it impacts the person and there's often a description of making things easier saving a headache and so on when you were down here you see seamlessly scale we do not have to build for your peak season performance fear these are emotional impacts and finally a critical event but we note is it that these elements together create a great message now what I'm gonna do is I am essentially gonna turn this around and I'm now
gonna reverse engineering take a quick look in this example I'm gonna show you how to do this for an applicant tracking system based on my research I noticed that they're hiring ten LinkedIn ten positions I noticed that via LinkedIn I also see that they've 100 to 50 people and recently closed Abby round of funding of twenty million dollars for example they are growing fast is what LinkedIn is telling me but-but-but-but they are losing candidates you know this because you as you're selling applicant tracking system you know what the problem is not only that you did
something special you actually submitted your own resume and Robbie an HR well he never responded to you and it's been over a week what is the new situation with an applicant tracking system a workflow system you get a quicker response and more quality response using templates and as a result you as a recruiter get to spend time with the best candidates and perhaps get you weakened back and all this can be done before the seals kickoff scheduled in January now this is how you put that message together so if you now stick it together you
see how it adds up and as I once again and I'll show you where it fits in you can see it yeah okay now it's time for you so take that screenshot look at this can you do this apply it to your own sister own solution you can do this take that screenshot that was it for today's message thanks I hope you find it useful I hope you give it a try let me know how it works via the comments will you with that said I'm looking forward to seeing you next week when I do
another one of these before I forgot please subscribe for more for this we provide is free of charge to you subscribe subscribe and see you next time this is Jocko Vanna coy see you later [Music]
