the Two Positions of the bennett Method to Master Quickly for
Succeeding In the Age of AI

Everyone in sales and client engagement develops, nurtures, and works to close opportunities. Some are brand new. Some are renewals or expansions of clients who have bought before. None of that is new. What IS new is the reality of today’s business world.

AI and other technologies have taken over much of the sales process — and cut phone and face time with buyers to a fraction of what it was. Meaning we have less time to probe, sell, influence, and persuade people to take action (and do it all in a subtle way so we don’t sound like a typical pushy seller).  

Position 1: The Sales Pipeline - Is It Pipeline or Pipedream?

Both new and existing opportunities start in the Sales Pipeline, which is the lifeline of the entire organization. Nothing belongs in that pipeline that isn’t a good potential fit for the client and our organization. Nothing stays in the pipeline if it can’t stand regular pressure-testing.  

Position 2: YES or NO For Action Steps - Execute & Activate the Sale

If the opportunity is real, we develop a plan and execute the sale. The process is different for new and existing clients, but the main elements are essential: presenting our solution, tying features to needs, addressing questions and concerns, executing the closing steps, and maximizing the partnership.

My Training Is Like Jiu Jitsu – Quick, Effective Techniques That Work In Real World Situations” - Greg Bennett


 

Two positions Explained

Position 1:

pipeLINE OR pIPEDREAM?

Is this new or existing opportunity real?  How can we pressure-test it?

A pipeline is only as good as the opportunities inside.

Whether for a new client, or an existing client, we must follow a process for making sure opportunities meet a defined vetting process:  

  • Do we know the buyer’s wants and needs?

  • Would our product or service solve their want/need?

  • Have we sketched out a solution (inc. potential costs)?

  • Do we know the decision making and funding process?

  • Have we laid out a mini-step execution plan?

 Is there the potential for a successful partnership?


Position 2:

YES or NO for Action steps

How to subtly persuade and get YES or NO answers, without being pushy or ruining the relationship.

Getting buyers to take action can be challenging, especially with the advent of AI and other technologies.  We now have small slivers of time in which we must accomplish several important tasks:

  • Quickly question and probe on client’s wants and needs

  • Present your solution and tie your features to buyer needs

  • Answer questions and uncover fears and concerns

  • Subtly suggest the buyer take action on our mini-steps

  • Effectively deal with objections,stalls and delays

  • Bring the post-buy maximization process to life 

This all must be done using focused questioning,  listening, and closing skills that are based on subtle persuasion. 

You don’t need sales in your title to succeed in sales!