You can’t unlock a lock simply by knowing the numbers in the code; you need to enter those numbers in the right order. This is an example about how having the right information doesn’t necessarily help you solve a problem. It’s how you apply this information that matters. 

The same is true with our system. You have to follow the sales process in every sale in the right way or it doesn’t work. However, if you do follow it properly, you can unlock the lock.

In our system, every sale uses the same sales methodology. You can’t jump steps or make assumptions based on your circumstances. For example, you can never assume that you have instant rapport; you must build it every time. Don’t assume certainty; that must be built every time you engage or reengage with a prospect.

These are the anchors you have to hit in order on every call: 

• In the first 4 seconds, you always have to be specific in action. You need to make the reason for the call or interaction clear.
  • “The reason for the call is to review the proposal and make sure you have everything you need to know that this is the best solution.”
• Then it’s about intelligence gathering. This is where you find out all the important information you can about the prospect.
  • “Since we last spoke, has anything changed or are there any new developments that we should discuss first?”
• The next step is to anchor logical certainty. Make sure that the prospect knows what you’re offering and that you’re there for them.
  • “I want to remind you about the guarantee,” or “I want to remind you about the onboarding support we offer.”
• Finally, anchor emotional certainty. People are emotional. They don’t just want facts, they want to feel like they’ve made the right decision as well.
  • “Before we get started, I wanted to share that XYZ just started to use the product and already they have this and that happening. I know that when your team has this, they are going to be happy too.”

Never assume any of these steps or your sales techniques won’t be effective. Otherwise, you’re trying to unlock a lock without the numbers in the right order. It simply won’t work. Trust the The Martinelli Sales Method to help you unlock the sales you need.