In this episode we have a returning guest, The Prospecting Expert, Steve Kloyda. Steve believes that all sellers should get serious about sales and use a sales process. Today he shares his Wizard of Oz Sales Process. It includes a set of questions that engage and illuminate the value of having a sales process.
1. What was Dorothy’s primary purpose in the movie?
Get home!
2. Who was the right person to get her home?
Wizard of Oz in the Emerald City.
3. What was the plan to get to the Emerald city?
Follow the Yellow-brook Road
NOTE: There were many obstacles, yet Dorothy persevered.
4. How do we know there is a Wizard (Dorothy asked)?
She referenced Glynda the Good Witch. Because of this referral they were able to get through the gate keeper. They eventually met the Wizard who agreed to grant their wish if they brought him the Wicked Witches broom.
5. What was the next step for the Lion, Tin-man, Scarecrow and Dorothy?
This is the Wizard of Oz sales process:
This is your unique prospecting message:
An example: it’s an iPod, it does play music, what does it mean to you? You can carry 1000 songs in your pocket
This is Steve in a previous episode #73 of Sales Babble
Here are his links:
@SteveKloyda on Twitter
If you’re not familiar with this movie, read this description on Wikipedia: “The Wizard of Oz”
Still not convinced you need a sales process? Listen to these episodes for other process ideas:
The post Wizard of Oz Sales Process with Steve Kloyda #137 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
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