Advance the Ball

In our tip of the week last week we talked about executing the perfect elevator speech. At Griffin Hill we call this the Case Open Routine and it is the first routine in our sales process. But how do you know if your Case Open Routine is effective?

Successful completion means you stimulate interest and the suspect gives you permission to advance to the next stage of the sales process. The best example of this is a scheduled next event.

Reaching a process milestone is a cause for celebration. There are only six routines in the Griffin Hill Sales Process, the Case Open Routine, the Needs Audit Routine, the Solution Presentation Routine, the Adapted Solution Routine, the Closing Interaction, and the Fulfillment and Follow-Up Routine. Reaching a process milestone is like getting a first down in football.

In football, the offense has four plays to advance the ball by at least 10 yards. Advancing the ball by 10 yards or more moves the team closer to the end zone and the team is awarded a new set of four plays or downs. Getting a new set of downs gives the team an opportunity to continue its march toward the end zone. In the same way, advancement in the sales process marks progress toward the goal and is sufficient to earn the successful salesperson a new set of plays to help them advance the sale toward the goal of closing.

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