How to Sell Your Mafia Offer - Part 6

Up to this point, let's say that 1) you have a great mafia offer based on Goldratt's Theory of Constraints ; and 2) you have a can't miss Solutions for Sales presentation. But in about 30% of the cases that is still not enough. Can you get in to make your presentation? And, can you get in at a high enough level for your business deal?

Have you ever had the experience where you established a relationship with the buyer or whoever your contact is and you get to the point where you get to make your presentation, but then you have to come back and do it again (and again) because the people in the room weren't the decision makers? Is there anything more frustrating when you have a market constraint?

So why is it so hard to get in, at the right level, to present your offer? What are the blockades you face?

What is the effect of all this? Longer sales cycles? Slower growth? Lower ROI on your sales/marketing investments?

Do you have a solution to these challenges? Is there one? What do you do today -- what is your process to get in? Research -- letter -- call? Who do you target -- what is the title of that person?

Think about your answers to these questions before I give you our solution -- the Executive Access Boot Camp.

... stay tuned for Part 7

Next Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies. $10,000 per company.

Next Executive Access Boot Camp is February 28, 29, March 1, 2008 in Denver. $1,875 per person for all 3 days.

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.

How to Sell Your Mafia Offer - Part 5

You wrap up a Solution for Sales Mafia Offer presentation the same way you do any presentation. You agree on the next steps and get a specific commitment to the first next step.

So far we have focused our discussion on the more formal PowerPoint presentation. However, there are some offers that lend themselves to a simpler One Pager/Sell Sheet. And in both cases having the shorter version is useful for websites and other collateral.

Check out this website: http://www.drewco.com/. Drewco is a client having gone through a private Mafia Offer Boot Camp in November 2006 and proudly displays their offer on their website. And, if you know anyone who has to have custom workholding devices when promised, please also send them to Drewco's site!

... stay tuned for Part 6

Next Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies.

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.

How to Sell Your Mafia Offer - Part 4

Now that we have discussed how to open the presentation by "agreeing on the problem", we will cover the next steps -- "agreeing on the direction of the solution".

Continuing with what the PowerPoint Solutions For Sale presentation ...

Usually I transition by saying something like "so if we have accurately captured the problem, we then need to determine criteria for a good solution". We then review the slide with this criteria and get the prospects feedback. We also note that this criteria should be used to evaluate any potential solution, even one from a competitor.

Once we have agreement on the criteria for a good solution we review our solution -- our mafia offer. We usually give an overview of our offer and then go into each component of it in more detail. In this way they get a preview of whats to come and then can concentrate on what is being presented.

After we have reviewed our offer, we return to the criteria for a good solution and ask if our offer has met those criteria. This is agreeing that the "solution solves the problem".

... stay tuned for Part 5.

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.