Chapter 19: Pay Dirt
Definition
- Pay Dirt: A noun meaning any source of success or wealth, a fortunate discovery or profitable venture. (dictionary.com)
Preparing for the Call
- You have sent your letter to Vito and it's time to call.
- Feelings of nervousness ("butterflies") are natural and can be harnessed for energy and excitement.
- The goal is to pick up the phone and dial Vito's number, playing your opening statement as taught.
Six Good Outcomes from a Call to Vito
- Vito Rule #26: Be prepared for six positive outcomes during a call with Vito.
Outcome 1: Vito Interrupts
- Scenario: Vito is heading to a meeting and interrupts.
- Response: Mention potential benefits (e.g., increasing shareholder value, saving costs) and then pause to await Vito's response.
Outcome 2: Vito Is Not Interested
- Scenario: Vito expresses disinterest.
- Response: Ask about areas where improvements are desired and then pause to await further details.
Outcome 3: Vito Satisfied with Current Vendors
- Scenario: Vito states satisfaction with existing relationships.
- Response: Ask if current loyalty could be costing and then pause to see how Vito responds.
Outcome 4: Vito Requests Information
- Scenario: Vito asks for information.
- Response: Offer different formats for receiving the information (watch, listen, read) and pause.
Outcome 5: Vito Too Busy
- Scenario: Vito asks to call back in six months.
- Response: Highlight potential cost savings and then pause to see if Vito responds.
Outcome 6: Vito Refers to Someone Else
- Scenario: Vito points to another contact.
- Achievement: This is a success, setting up for future steps.
Key Takeaways
- Don't Feature Dump: Ensure communications are benefit-rich and offer both hard and soft value.
- Goal: Not to close the deal immediately but to qualify the opportunity and earn a follow-up appointment.
- Develop a Relationship: Stand your ground and know when to speak and when to pause to build a peer-to-peer relationship with Vito.
Further Steps
- Visit VitoSalesTraining.com for additional resources and training.
- Check out the Vito University for advanced learning.
Embrace these strategies to efficiently reach your C-suite appointments, sell more, and achieve your sales goals!