The HOW Factor is to Sell the IDEA...not the evidence.

• Ask QUESTIONS and do a CUSTOMER NEED ANALYSIS.

• Know the Customer's Customer better than the Customer.

• Discover the NOW!

• Use FACTS and ASSUMPTIONS to establish agreement of benefit.

• Show the benefit of the idea to the customer's customer.

• Write Proposals with the structure presented in The Lifelong Learning Center.

• Service as hard as you sell.

• Sell UP and DOWN the Decision Chain.

• Remember. Courtesy, Attitude, and Rapport are Everything.

The SFBDG Lifelong Learning Center

What is the "WOW!" Factor.

The WOW Factor is a combination of surprise, gratitude, and humility.

"WOW!" is something you hear or say when an idea that is big, and intuitively obvious to succeed, is presented to you; or comes to mind.

When you are surprised, you say "WOW!"

"WOW!" Provokes interest.

What is the WOW effect? It's a moment of wonder that your client will remember. The WOW effect is small gestures, attention to client-specific details, or any other action that may make your client feel important and goes beyond his expectations.

USUALLY:

• "WOW!"  Solves a puzzle.

• You are overwhelmed with gratitude.

• Your response to a gesture that is very kind and unexpected.

• Seeing something before your eyes that elicits an AUTOMATIC "WOW!".

The "WOW!" Factor

WHAT IS THE NOW FACTOR?

In every business there is something happening NOW that makes it vital to take action NOW.  Making a decision about the NOW factor is usually time sensitive.  Taking an action NOW will produce a positive result.  Delaying usually produces a negative result.  

DISCOVERING THE NOW

Early identification of opportunities and threats can not come from statistical analysis. By the time an event or statistic has been calculated, it is already too late.  

The NOW is discovered by listening and asking questions.  

• What is it now? 

• What was it then? 

• How is it changing? 

• Why is it changing?  

• For example: ???