How to ROQNROL Your Customers

Now that you’ve said hello, what do you do next? Use orientation statements to take control and set the tone of the sales presentation. What are Orientation Statements? Basically, it’s a “statement of value,” or a quick “bullet point” about your product or service. You can show value immediately and set the proper intentions for the sale with an orientation statement.

“Value is not what you sell; it’s the impact your product or service has on your customer’s life or business.” – Jeb Blount

Talk about ideas and results, not about products or services. People will be curious about ideas and results. Customers resist the mention of products and services up front, because they feel they’re about to hear a sales pitch.

Taking control in sales does not imply manipulating or coercing the prospect into making a purchase. Instead, it means leading the conversation with purpose and direction, actively engaging the prospect, and ensuring that the focus remains on their needs and desires. By taking control, salespeople can better understand the prospect’s pain points, present tailored solutions, and guide them through the decision-making process.