The second level in the Jiu Jitsu Selling series, the Blue Belt, is about putting yourself into a position to win and setting up a base from which you can comfortably begin to launch your offense. In sales, this translates to crafting a proper first impression and prospecting effectively.
Most Salespeople calling on your Prospects are like Frankenstein walking their way through a series of predictable sales steps to which the Prospect is already predisposed to resist. By following a rigid prospecting formula, your competitors are working hard to fit into the herd, and they will be culled accordingly. That approach in itself implies that Salespeople have a selfish goal in mind: to get the appointment and subsequently to get the sale. This is Pushing.
I often ask trainees, "What is the goal of prospecting?" and they invariably answer, "To set the appointment." This is incorrect.
The goal of prospecting is the creation of rapport. Rapport is never resisted and usually results in the setting of an appointment. This is Pulling.
You will learn the Fishing Theory, our prospecting method, which results in the kind of appointment the Prospect will anticipate. When we set a good appointment, we will make the sale, but when we set a shaky appointment, we wonder if the guy is even going to show. Your goal is to set solid appointments because this is when the sale begins, not at the presentation.