So, when it came to developing my unique approach to sales – given the situation I was in with most all of my clients – I already had a very good idea about what needed to be done. By now, most of the material was in my mind and I was already using a majority of it. I just needed to officially adapt it and then formalize the format and test it for success.
So let’s talk about this process I developed called The Seven O’s of Sales – The Intentional Experience.
First, let’s talk about what I mean by the words The Intentional Experience. Let’s break down the words and I think you’ll get a really good idea.
oIntentional / Intention: An act with an attitude predetermined to produce a result that affects another’s actions or conduct.
oExperience: An undergoing of things occurring that are perceived, understood, and remembered.
So, if we combine those two definitions we get a better understanding of The Intentional Experience.
The Intentional Experience is then, a process that is created with the intention to produce a predetermined action or result in another person or persons that they cognitively perceive, understand, and remember.
That is exactly what the 7 O’s of Sales is designed to do: create an Intentional Experience.
Everything we do and say is to create an experience and reflect reaction, an impulse with the prospect that overcomes every one of the problems we previously discussed with other methods of sales… and ultimately leads the prospect to ask us for the order.
This is very similar to a Broadway play or a great movie: everything from the dialogue, the tone of voice, the delivery, the actions, the props, the effects – everything. In fact there are very many small and minuscule things that go into making that “one singular moment” in which the audience is moved to a specific predetermined emotional response. It is the true art of making people do what you want them to do, when you want them to do it. You can make them cry, laugh, get angry… All at the same time. You are in control.
Take for example the line in the movie Jerry Maguire, starring Tom Cruise as a sports agent and Renee Zellweger as his love interest.
“You had me at ‘hello.'”
Just a simple line… only five little words. But the impact was huge. That line MADE the movie. The line has become famous and a part of every day culture. The line itself has become a massive brand.
Why? Why was it so powerful? It wasn’t just the line itself. It was the set-up of the entire movie; every element came together for that one moment when Renee’s character exclaimed, “You had me at hello.”
Write in an example about emphasis using the five words, “I didn’t say you stole the money.” FOR BOOK
Are you a master of emphasis and words? Sales is not a game; there is no do-over button as there is on your kids’ X-box. You either have the skill to get the deal… or someone else gets it. Some other salesperson gets YOUR commission.
These are the techniques and principles I will teach you in the 7 O’s of Sales… The Intentional Experience Training Program.
I will personally teach you how to be in total control of the sales outcome from beginning to end. You can just sit and watch your sales go through the roof… and your income along with it.
Now let’s talk about the concept of the 7 O’s of Sales themselves.
What are the seven O’s and why the number seven? Let me address the concept behind the number seven and its significance in our lives and throughout history and the world.
You’ve heard the old saying that it takes 7 yeses (trial closes) to get the big yes (buying decision). Well, let’s explore where that comes from and see why it has merit. Let’s take a closer look at the symbolism of the number seven.
To begin with, there’s the astronomical and religious calculation of old of the pagan Romans, who divided the week into seven days, and held the seventh day as the most sacred
The seven planets which are ever remaining at an equal distance from each other, and rotating in the same path, hence, the idea suggested by this motion, of the eternal harmony of the universe.
In the Hebrew language the number seven comes from the root word Sheva, which carries three fundamental meanings: The number seven; to be complete or full; and, to swear or take an oath.
The Pythagoreans considered the figure seven as the image and model of the divine order and harmony in nature.
If we follow these thoughts about symbolism of the number 7, then it is easy for us to understand that to our mind (worldwide, which is interestingly universal) the number 7 means that we are complete, full and at harmony.
When it comes to sales, it means that we have received enough information for our minds to say that the decision is good, which is why the old sales understanding is that if you can get seven yeses, you’ll get the BIG YES.
The salesperson who understands the 7 O’s of Sales… The Intentional Experience Sales Program will significantly increase their sales numbers, without every really having to “sell.” I would know. As the founder of the program, I have been often labeled as the “True Greatest Salesman In The World.” This title comes from having sold products and services in just about every industry, with a lifetime average conversion ratio of over 84%.
So, interestingly enough, the process of the prospect buying from you is broken down into seven components. This is not me trying to force the actual process into my concept of seven; it just so happens that all of the natural components of a buying situation happen to equal seven parts. It’s funny how it is that way. It just reinforces the concept of how the mind actually functions when it relates to the symbolism of the number seven.
Here are the seven components… or the 7 O’s of the sale. What’s the reason for the letter O? Just to make it easy to understand, learn and implement quickly:
O-1: Overview – Understand who the customer is, what they do, advantages they possess, disadvantages, competition, marketplace conditions, etc.
O-2: Objectives – Goals of the company/customer, current market share, conversion ratio, results desired, etc.
O-3: Obsolescence – What efforts have been made or are being made to reach objectives? What is not working and reasons why? Current statistics.
O-4: Opportunities – Your product or service presentation and how it meets the objectives; Return On Investment analysis.
O-5: Objections – This section is where the concerns and objections are voiced.
O-6: Zero Hour – Critical time-frames that affect the implementation or the result of the purchase.
O-7: Organize – Price, payment options, resources, plan for moving forward, etc.
Over the years of teaching this concept behind sales, the results have been staggering. This is just an outline of the idea, if you want a free copy of the book or would like to attend one of the trainings with not tuition charge, contact my office below.