The Triad Theory
The triad theory is a simple tool you can use to increase the amount of plays available to you in your sales playbook.
All you have to do is think 3 as in:
3 good responses to each of the typical objections.
3 different voice mails
3 different 30 second elevator speeches
3 different ways you would ask for commitment
3 different ways you would ask for a referral
3 different ways you would open a meeting
3 different ways you would close a meeting
We can also take the triad theory to a different level by thinking:
3 creative ways to get into an account
3 different points of entry to the account
3 different venues for you to communicate your message
3 different ways to pep yourself up when you are feeling challenged
3 different ways you differentiate from your competition
3 different presentation styles for when you tell them about your company
3 different questions you will ask for every potential pain area when probing
3 different ways to push yourself today to stay on track for the 2009 you deserve!
When we create multiple options to common scenarios, it’s never a matter of can I handle that situation; its simply a matter of how I will handle it.
Makes a big difference in your confidence, doesn’t it?
Clients and prospects can see when we are confident, can’t they?
That, in and of itself creates a new group of 3 for you to think about
3 new ways to spend a bigger commission check!
I will leave you with my favorite group of 3 which is simply an invitation for you to pass this along to 3 friends.
The triad theory is a simple tool you can use to increase the amount of plays available to you in your sales playbook.
All you have to do is think 3 as in:
3 good responses to each of the typical objections.
3 different voice mails
3 different 30 second elevator speeches
3 different ways you would ask for commitment
3 different ways you would ask for a referral
3 different ways you would open a meeting
3 different ways you would close a meeting
We can also take the triad theory to a different level by thinking:
3 creative ways to get into an account
3 different points of entry to the account
3 different venues for you to communicate your message
3 different ways to pep yourself up when you are feeling challenged
3 different ways you differentiate from your competition
3 different presentation styles for when you tell them about your company
3 different questions you will ask for every potential pain area when probing
3 different ways to push yourself today to stay on track for the 2009 you deserve!
When we create multiple options to common scenarios, it’s never a matter of can I handle that situation; its simply a matter of how I will handle it.
Makes a big difference in your confidence, doesn’t it?
Clients and prospects can see when we are confident, can’t they?
That, in and of itself creates a new group of 3 for you to think about
3 new ways to spend a bigger commission check!
I will leave you with my favorite group of 3 which is simply an invitation for you to pass this along to 3 friends.
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