Sale. What happens when a viable prospect meets a closer and the buyer decides to act in his own self-interest and act on an offer. (1)
Selling. Transfer of knowledge and enthusiasm to the prospect while qualifying to be sure both parties will benefit from a transaction – helping the buyer decide to act in his own self-interest. (1)
Closer. Sales rep that gets decisions instead of maybes from viable prospects. (1)
Viable Prospect. Someone that can clearly benefit by the product or service offered. (1)
Psychologically Engineered Sales Process. A method whereby each word, and the patterns and order of phrases, are systematically considered to achieve an explicitly defined objective, considering both conscious and unconscious minds, logic and emotion. (1)
Presentation. A carefully orchestrated process designed to systematically learn enough about the prospect to qualify and close (when appropriate), build credibility and trust, provide the information a prospect needs to determine if an offer is in his self-interest, ensure a win-win, transfer enthusiasm and instill a sense-of-urgency to encourage action and reduce stalling. (1)
Close. The natural end-result of a properly executed presentation which earns the right to a decision form the prospect. (1)
Poser (or Poseur). A so-called sales rep that is not qualified, noncommittal, untrainable, and as welcome as someone that pisses in the pool. (1)
Interloper. One that intrudes in a place, situation, or activity. (3) Person that is where they don’t fit in, deserve to be, or belong. See poser above. (1)
Top 1%. The top 20% of the top 20% of the top 20% (ala Paretto’s Principle, the 80/20 rule). Where closers can eventually end up with the right product, training, and support (talent, effort and so on implied by the term closer).(1)
Objections. The natural result of a poser’s incompetence and what closers engineer solutions for in advance to prevent. (1)
Questions. Welcomed when engineered in advance or indicative of a prospect’s attempt to wrest control from the sales rep. (1)
Conditions. Valid reasons or issues preventing the sales process from continuing – no decision authority, emergency, no way to finance purchase.(1)
Price is Too High. What posers hear by failing to establish value and transfer enthusiasm. (1)
Cold Calls. The last refuge of the incompetent (beyond that advisable during initial ramp-up) and what posers will be doing forever. (1)
Warm Calls (Referrals). What closers earn by their competence and if they remember to ask prospects and customers for help finding more viable prospects. (1)
Hot Calls (Leads). Leads are for closers – enough said. (1)
Call Back. What prospects do to avoid decisions. What posers accept when they have no engineered sales process (or can’t / won’t follow it) and as a result of their lack of courage and conviction. (1)
F*ck-you Money. Sufficient money, especially from an unexpected source, to give one personal freedom (2). What closers get (eventually and with the right opportunity). (1)
Doodly-Squat. A minimum amount or degree. (3) What posers can rightly expect to earn (forever and regardless of the opportunity). (1)
(1) Paul Mush, Sales Team 1.
(2) The F Word, Edited by Jesse Sheidlower, Random House, c1995, p. 169.
(3) American Heritage Dictionary, 4th Ed. 2006.