Sales Call Story and the R Factor Question

Jul 2, 2024

Sales Call Story by Dan

Introduction

  • Sharing a story about a sales call
  • Referred individual to join Strategic Coach
  • Referring individual: Long-time successful entrepreneur
  • Call participant named Jack

The Call

  • Dan introduced himself to Jack
  • Jack expressed interest but lacked details about the program
  • Jack's request: Spend a few minutes learning about the program

Key Question Asked

  • Dan's approach: Ask a question before explaining the program
  • Question: "If we were having this discussion and it was three years from today and you were looking back over your experience over the past three years both personally and professionally, what has to happen for you to be happy with your progress?"
  • Allowed silent contemplation after asking
  • Importance of silence to allow the question to land

Jack's Response

  • Jack revealed past struggles with alcoholism
  • Described efforts to overcome challenges over the past three years
  • Outlined goals for the next three years
  • Jack spoke for 23 minutes without interruption

Outcome

  • Jack concluded he was interested in the program
  • Essential insight: Program focused on Jack's needs, not on the salesperson
  • Highlights importance of client-centric approach

Reflections on the Story

  • Audience reaction: Often ends with laughter
  • Key takeaway: Selling is about the customer, not the salesperson
  • Emphasizes the importance of building a relationship
  • Demonstrates focus of Strategic Coach program on the individual's needs

Insights from the Interaction

  • Initial purchase in any transaction is a relationship
  • Open-ended questions help establish relationships
  • Trust was established early on

The R Factor Question

  • Termed "R Factor" or "Dan Sullivan Question"
  • Importance in sales and customer interactions
  • Builds trust, focuses on customer's needs and priorities
  • Establishes a foundation for meaningful relationships
  • Example of effective questioning leading to trust and sales

Recommended Practice

  • Use the R Factor question in sales
  • Ensures the customer feels heard, valued, and important

Additional Resource

  • Book: "The Dan Sullivan Question" available at strategiccoach.com
  • Question recap: "If we were having this discussion and it was three years from today and you were looking back over your experience over the past three years both personally and professionally, what has to happen for you to be happy with your progress?"