When it comes to creating a winning idea, it is imperative that you understand these two important concepts. The only alternative to creating value is to compete on price where all the competition is. Never has it been more important to know how to create value which begins by understanding how to create a winning idea.
Never sell blind means that you don’t try to sell people into your high end program without knowing more about them and what they are looking for.
When you don’t understand who they are or what they need, there is no way you can lead them through your structured sales process to close them.
In developing my training model around intellectual property, I realized that the biggest factor which creates powerful intellectual property is your personal emotional pain. Now, this might sound strange, but stick with me on this. I will explain it.
If you look at your life history, there is probably some degree of emotional pain you’ve experienced at one time or another. Perhaps someone disappointed you, or hurt you, or died. Maybe you recovered from a significant illness. Maybe your child was bullied at school. No matter what the source of pain, most of us would agree that we’ve felt some.
How to properly differentiate yourself and how to build credibility at an unconscious level so your ideal clients trust you immediately so that you can make 2010 the year that you play BIG.
When you have developed your strategic model that defines what you will be offering your high end clients, along with features and benefits, make sure you also present this document powerfully. You can use it as a consultation tool, a feedback tool, or to open conversations.
