5 Steps to Acquiring More

Clients, Money and Influence

Rayandra Slonina

???

You Will…

Recognize the one ingredient that

motivates a prospect to act

Understand how to shorten your

prospect’s decision-making process

Discover a way to secure more

revenue, clients and influence

Are humans, by

nature, resistant to change?

“A long habit of not thinking

a thing wrong, gives it the

superficial appearance of

being right….”

Thomas Paine (1737-1809)

Why Change?

We ask ourselves these questions, in this order:

Am I Safe?

Am I Secure?

Am I Happy?

Am I Healthy?

If not, we implement a change

We evaluate the situation

We operate a continuous feedback loop

What changes do you

help your clients make?

What results do your

clients want from these

changes?

At the heart of it, what

does anyone want as a

result of making a

change?

Why Change?

People move in the direction of greater…

People will change to gain or maintain…

People will not change if they are already in…

People want/buy what gives them…

CONTROL!

Control

Control is the ability to regulate , direct or influence the outcome of a process or event

People are not resistant to change, they are

resistant to losing control

The more out of control a client feels, the more valuable our solution becomes

The only thing we sell (or buy) is control

Why Change (Buy)?

The ultimate thing that we sell is (greater) control

A client will not buy if she feels in control

A client will buy if she feels out of control

The more out of control a person

feels, the more valuable a

solution becomes.

Creating the Conditions for

Change

In order for someone to change (buy), they must feel out of control

People feel more or less tension, depending on

how in or out of control they feel

Tension is the physical, intellectual and emotional activity that a person is experiencing at any

given moment in time

People pay attention to where they find their

tension

Productivity

Tension

Threshold of Activation

The level of tension at

which we take

immediate, definitive

action.

Creating the Conditions for

Change

At any given time, we are managing the tension level of our prospect

Different stages of a successful sales

conversation require different levels of tension

The prospect’s decision-making process is condensed if we follow 5 steps

Integrity and Trust

Creating Conditions for

Change

Five Step Model

Ideal Situation (Green)

Obstacles (Black)

Emotions (Red)

Yellow (Solution)

White, green, black, red…in this order or you’re dead!

Step Questions

Current reality of the situation

Questions to seek factual information

Quantifiable information

Manages tension downward

Tension

Pro

du

ctiv

ity

Green Step Questions

Desired state

Seek positive and compelling goals

Logical and emotional

Manages tension upward

Tension

Pro

du

ctiv

ity

BlackStep Questions

Obstacles hindering achieving the desired state

Objective and subjective challenges

Logical and emotional

Manages tension upwards to the Threshold of Activation

Tension

Pro

du

ctiv

ity Threshold of Activation

RedStep Questions

Utilized prudently

Awakens hunches and predictions

Emotional

Are asked in relation to the obstacles, not the goals

Tension

Pro

du

ctiv

ity Threshold of Activation

YellowStep Questions

Used after solution is presented, during the summary

Client verbalizes the solution to see the value it provides

Confronts the obstacles and addresses the stated goals

Tension

Pro

du

ctiv

ity

5 Steps to Acquiring More

Clients, Money and Influence

Rayandra Slonina