How to Determine Your Very Best Sales Opportunities
Miguel de Jesus
OPBP Consultant, Certified Professional Coach
CEO & Chief Sales Officer, Purpose & Action, LLC

How to Determine Your Very Best Sales Opportunities

Have you ever wondered why the person or client you are speaking to is not responding or reacting to your proposals or recommendations in a positive manner?

Ever wonder why you cannot seem to get energy, excitement, enthusiasm or buy-in around your ideas or recommendations? Well don’t feel like you are the only person that this happens to. It is normal in the process of qualifying a contact, from casual communication into a viable ideal prospect for your product or services.

What if you could determine fairly early in a conversation or engagement conversation, with a prospective client, if they were really your very best, ideal buyer? What could that mean to your planning, projections, activity levels and results? How different could your business be? How much easier could it be to manage the relationships with your very best opportunities?

Let me share with you a concept called The Best Buyer Concept:

There are always a smaller number of ideal buyers, rather than all buyers, so ideal
buyers are cheaper to market to, sometimes more difficult to find, and yet bring greater

If you sell B2B, it’s usually fairly clear that your best buyers are medium to large companies. So what are you doing, every other week, no matter what, to let these companies know who you are?

There’s no one you can’t get to as long as you constantly market to them, especially after they say they’re not interested in what you have to offer. People will not only begin to respect your perseverance, they will actually begin to feel obligated to listen to you.

This is one of the Six Ethical persuasion principles of influence (consistency), as researched and case study verified by Dr. Robert Cialdini in his book Influence: Science and Practice (5th Edition).

Let me show you an approach, called the Client Response Modes, that will help you to better sort through your business opportunities. Remember that people buy when, and only when they perceive a discrepancy between reality and their desired results. There exists a gap and then your opportunity is to uncover it and address it through your products and services.

Here are some categories of distinctions to consider when discussing your products and/or services and your value proposition. Is the business/owner in Growth mode, Trouble mode, Even Keel or Overconfident.

This is framework to us better understand the readiness of a potential client to take action NOW.

In the first response mode the prospective client communicates that they are interested in GROWTH. This is in response to the question that asks about their current satisfaction and growth trajectory for their business in whatever manner they choose to measure GROWTH. A buyer in Growth mode is always ready to say yes to somebody's proposal ... though not necessarily yours. Your challenge is to get the prospective client (your ideal buyer) to reach a level of comfort with you, your company, and your solutions as quickly as possible, but not in a hurried manner.

The second response mode is person, business, organization or department is
in TROUBLE. The probability of action being taken is high when a buying influence or a
decision maker is in TROUBLE.

They are comfortable to acknowledge that they have a performance gap, and seeking assistance and support NOW! He/she is eager to buy ... but once again not necessarily from you. TROUBLE always takes precedence over GROWTH.

This doesn't mean that growth is unimportant, only that a buyer who is feeling pain, doing more and or better can wait until you've fixed the cause of the pain. Selling GROWTH to a buyer who feels in TROUBLE is like selling a new roof to a farmer whose barn has just caught fire. Even if the barn needs a roof, it doesn't need one now. So urgency and timing take precedence.

The third response mode is EVENKEEL. To someone or an organization in EVENKEEL, your proposals or recommends can be seen as a threat; as potentially rocking the boat. The EVENKEEL environment will change only when there is change of view, to the fact that GROWTH or TROUBLE are recognized as forthcoming. The other consideration for looking at change is that as their trusted advisor you have illustrated the gaps between where they are and where they wish to go.

The fourth response mode is OVERCONFIDENT. This is the most difficult response mode to sell to. The OVERCONFIDENT see’s no reason for change, since they are pretty delighted and sometimes surprised by their own or organizational results. You will encounter strong resistance and denial, because their view of their circumstances is not congruent nor consistent with yours. You may not be able to overcome this viewpoint unless there are organizational changes or challenges in the workplace or economy that affect the business. The prospective client must experience these four thought processes/emotions before they are comfortable moving forward.

1. Denial : of the current business conditions.
2. Resistance : of the analysis of the current state of the business.
3. Exploration : a willingness to explore other options to address the
business issues.
4. Acceptance : adoption of proposed solutions and finding a new way.

That pretty much covers the most effective ways that I have experienced in deciding who the most promising opportunities for my services or products might be.

Follow the links below for some links to assessments that may be helpful in developing your career and your results, performance outcomes sand emotional intelligence scores. Here are two assessments that you can experience some personal growth.

They are my gift to you. Coaching is available with me upon completion of the

How To Improve Your Leadership Skills Today

Sample Assessments are available upon request:
Stay focused,
Miguel A. de Jesus
CEO & Founder
Office: 760.438.9907 | Cell: 858.449.5232
Skype: sanjuan2891
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Whether at home, at work, or in a social situation, you want to communicate with others for many reasons: It’s fun! You can learn something. It’s often necessary, even if you don’t feel like it.

Since communication is such an important part of our lives, it’s important to master all the skills available to make sure the conversation is based on accurate information. For example, if someone is looking a little sad, it could be for many reasons … Illness. The person made a mistake and was reprimanded. Problems at home. Problems at work.

A pet or someone this person cares about is ill or died. Unexpected bad news. The person would rather be somewhere else.

If this is someone you will need to be interacting with, it’s useful to understand what the problem is. Maybe a suggestion or pep talk would help. But unless you’re sure you’re reading that person’s feelings accurately, it’s difficult to know what to say.

What is the best way to find out why that person looks so sad? Ask him or her! Don’t assume anything; simply ask. You can be gentle and unintrusive by saying something like, “Is everything okay? You seem to be a little sad today.”

While the person might not want to talk about it yet, he or she will know that you are interested and might open up regarding their feelings. On the funnier side, if that person you are socially interested in suddenly seems really enthused to see you, don’t automatically assume it’s because that person is suddenly feeling the same way about you.

It might be he or she just wants to ask you a favor … like an introduction to someone he or she is interested in socially! To avoid embarrassment, or to help someone’s day improve, observe their body language, facial expressions, and other social awareness cues, and then carefully ask questions to see if you have accurately interpreted their feelings.

A really enjoyable and useful way of increasing your Emotional Intelligence is by going to the movies! You travel in your own social and business circles, so have an opportunity to observe others using social awareness skills every day.

But to expand your skills and see new and interesting ways others use them, go to the movies and watch people who are in situations that you’d probably never be in.

Writers and directors know that they must fill the silver screen with emotional scenarios that the audience can relate to. The same is true for TV movies and series. I’m not talking about “reality” shows, but well-created movies and series which emotionally involve you and can teach you tricks for handling unexpected situations or just getting more out of your daily interactions.

So try to see a movie 2-3 times each month, and truly observe what you are seeing. This is a wonderful opportunity to be entertained, relax, and do social awareness skills research all at one time!

Key Points of Skill #12  Observing others in social and business situations is an important way to develop your social awareness skills.

One way to expand those skills is to go to the movies and observe how people use their Emotional Intelligence to navigate scenarios that you would personally never have the opportunity to experience.  Watching quality TV movies and series can teach you tricks for handling unexpected situations or just getting more out of your daily interactions.

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Ways to Make Sure Your Anger Doesn’t Escalate

Have you ever had someone say or do something to you that made you so frustrated or angry that you wanted to say (or shout) something back that was meant to be mean-spirited and then triggered a shouting match or an unproductive angry exchange? Of course you have! It’s happened to everyone. Did you regret the exchange afterwards? Probably. You no doubt embarrassed yourself and lost the respect of whoever witnessed the exchange; and you may have lost a friend or potential friend or client.

Wouldn’t it be great if you could find a way to let your rational mind think about what response, if any, to make before you just launched off and made a fool of yourself or got yourself into trouble?

Words Are Just Words Being Words

Have you ever heard of affirmations? They are just phrases that you want to impress upon your subconscious mind to help you internalize them and remember them. Here are a couple of affirmations that really work, even if you just pause long enough to think about them before reacting … or overreacting.

Affirmation #1

“Words are just words being words. They have no power over me unless I give them power.” It’s not unlike the “Sticks and stones will break my bones but names will never hurt me.” You were taught that as a kid, right? Well, it’s true. The names will only hurt you if you allow them to. Because words are just words being words. And if some mean or ignorant person has so little respect for others that they throw cruel-intended words at another person, they really mean nothing.

Why would you care what someone like that thinks anyway? That person clearly has no self-esteem and prefers to be a bully with words. You should feel sorry for that person rather than be offended by him or her.

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It's not news that we live in a stressful world, filled with lots of demands on our time and energy. While there are techniques to help you deal with stressful situations, here is something you might not have considered before. Being busy isn’t always stressful.

so sometimes deadlines or the overwhelm caused by trying to do too many things at once sneaks up on you without your realizing it, and then by the time you’re aware of it, you firmly ensconced in STRESS.

The strategy we’re going to discuss right now isn’t what to do once you’re knee deep in stress, but how to neutralize it before it happens. If you pay attention to your emotions and your body in the present moment, rather than focusing on the past and the future, you’ll be tuned into your own stress early warning system.

A busy life can be exciting and fun if you’re enjoying what you’re doing. But sometimes we overdo it, and suddenly we begin to be aware of emotional cues … if we are paying attention. A precursor to unhealthy stress can be a change of mood, for no apparent reason:

  • You find that you’re getting impatient with ourselves and others.
  • You’re getting depressed even though everything seems to be going great.
  • You start complaining about unimportant things.
  • Your emotions might manifest in other unlikely ways.

But if you stay tuned into your emotions, they’ll let you know immediately when you need to stand back and look at the picture so can make little adjustments to that picture before it escalates into something bad.

If your body is sensing that a stress attack is on the horizon, it will give you some hints as well. It varies from person to person, but once you start paying attention to the cause and effect, you’ll start looking at these physical annoyances differently.

No longer will they be problems that pop up for no apparent reason, but rather a clue that you need to step back and see what’s going on in your life right now.

For example, while on the verge of a stress episode, but before the stress has become full-blown, you might experience:  A rash.  An upset stomach or a stomach ache.

  • A headache.
  • Even a backache!

If you connect the dots, and figure out that these symptoms aren’t necessarily an illness but rather a precursor to a stress attack, you can greet them happily, knowing that the headache just means it’s time to stand back and look at the situation you’re in to see what adjustments need to be made.

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How to Manage Your Emotions

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When you learn how to read your emotions correctly and then respond to them, rather than reacting to them with no thought, you will have control of your life rather than having your emotions control you. Learning to be self-aware is the key.

I’m going to show you skills you can master so you don’t have to be a slave to your emotions. You can learn to pay attention to your moods and emotions so you don’t react from habit but rather in a way that is good for you and your relationships, both social and work-related.

Keep in mind that there are several emotional levels, including some that are just bubbling under the surface, ready to explode. As you tune in to your emotional patterns, you will gradually gain control and increase your Emotional Intelligence.

It will help you more easily reach your goals and give you happy and positive life. Master the following skills. They will get you off to a good start in the management of your life and emotions.

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You have begun to analyze yourself from the inside out to increase your self-awareness and improve your Emotional Intelligence. That’s a great beginning!

But how do others see you? And why should you care?

Let’s face it. No matter how objectively we try to analyze our emotions, our moods, and how we see ourselves, our analysis is based on our beliefs, our experiences, and

That’s why getting another person’s perspective on how they see and experience you can be very valuable ... if you’re brave enough to ask; ... and brave enough to hear their point of view.

Finding out how others see you can be pretty unsettling at times, even shocking!

So check your ego at the door if you decide to do this exercise. But it can be a real eye-
opening experience where you can learn a LOT about yourself.

You’ll learn things that will make you smile, and learn about some things you can improve upon. Self-improvement is an on-going process. This is just one more tool.

How to Use This Self-Improvement

You have decided that genuinely want to hear about how other people see and experi-
ence you. Now what?

Step One: Leave your ego at the door.

Step Two: Go into this exercise as an unbiased observer.

Step Three: Remember that the feed-back you will be getting is simply how another person views some of things you say and do. They aren’t right or wrong; they are sharing with you their observations and feelings from their own perspectives which are filtered through their own experiences, beliefs, and emotions.

That is why, if you ask several people their opinions about things you say and do, they might be very different.

Step Four: Then you must see if there is a common thread in the feedback they are giving you.

Instead of just asking, “What do you think of me?” you could have a list of examples prepared where you said or did certain things you want feedback on. And then ask if you’ve done anything that’s ever
offended or annoyed them, and ask for specific examples.

Also ask if there are any particular times that they enjoyed being around you more than other times, and ask for specific

How could you have handled certain situations better or differently?

Who to Ask for Feedback

While you will let them know to not hold back and that you truly respect what they will be saying, stick with your peers ... people who you see frequently and trust.

 Coworkers

 Business Associates

You will be surprised at how much you learn about yourself from doing this. Plus, those who are included in this exercise will feel closer to you and honored that you trusted them to tell you the truth and respected their opinion.

So it’s very important that you don’t get defensive! Don’t argue! Just ask questions and learn! Yes, that’s a challenge; but you’ll grow from the experience.

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