7th Stage: CR Sales Process Paradigm
The seventh stage in Crux Rainmaking’s Sales Process Paradigm is: The Close
Closing a prospect is obviously the goal of any sales endeavor. But getting that closing is oftentimes difficult to effect, especially within the time frame which would be ideal for you. Thus, it is important to understand a few things about this stage of the process which will allow you to more confidently get to a close with a prospect.
Easier if a Unique Business Relationship (UBR) exists
Closing is exponentially easier if a Unique Business Relationship (UBR) exists. In Crux Rainmaking, a UBR is a relationship that is difficult, if not impossible, to replace. Work to establish such a relationship with your prospect as soon as possible. With such a UBR, getting a closing on your pitch becomes much easier.
When and How to Close
The good news is that there is no precise rule regarding when and how to close a pitch. The bad news is that there is no precise rule regarding when and how to close a pitch. As such, experience plays a key role in feeling-out a situation and making a determination as to when to finally ask for the business, and the best way of doing so. The timing of the closing will vary on a case-by-case basis. Essentially, though, the idea is to ask for the business when you feel that you have gone through the first six stages of the CR Sales Process. In terms of how to close, you need to use logic (i.e., compare the needs of the prospect to what you can offer in a way that is much better than your competition), and remind the prospect of the opportunity cost of not selecting you (i.e., remind your prospect that they will not be in as favorable position by not engaging you). All of your preliminary research and your interaction with your prospect during the sales meeting will provide ample factual information to so provide a logical reason why your prospect should select you, and will allow you to lay out all the opportunity costs for not selecting you. So keep the focus on using logic and pointing out opportunity costs to help close your pitch more quickly and to increase your closing rate.
J.B.
Read MoreSustaining Mind [Re] Set with Creative Visualization
Resetting our mind consistent with the three essential characteristics of The Rainmaker’s Brain is the first component of Crux Rainmaking (CR). Our ability to get the most out of the other two components of CR is wholly dependent on not only so resetting our mind, but sustaining that “reset” for the long-term. While the initial reset is possible for anyone with a little focus and dedication to doing so, long-term sustainability can be a bit more tricky, though not impossible. I have already discussed the critical role of Accountability in this process. In addition to properly providing for Accountability in your business development life, there is yet another great tool for achieving long-term Mind [Re] Set, namely, Creative Visualization.
Communication from Our Minds to Our Bodies
While there is ample literature on the subject of Creative Visualization, my personal favorite is by Shakti Gawain, Creative Visualization: Use the Power of Your Imagination to Create What You Want in Your Life (New World Library, Nataraj 2002). In this very workable and succinct book on the topic, Gawain sets out a simple process to form images and thoughts in our mind and then transmit them to our body as signals or commands. When considered in the context of CR, Creative Visualization can be a very powerful tool for sustaining Mind [Re] Set for the long-term.
The 4 Steps of Creative Visualization
Using Creative Visualization in the context of CR is easy. It can be done anywhere, anytime. Here are the four general steps to creative visualization, as explained by Gawain:
1. Set your goal, at first something that is fairly easy to believe in. In the context of CR, start with Passion, Commitment, or Confidence (pick one). For example, if you choose Passion, your goal could be to let your inherent passion for what you do come out more fully when speaking with potential clients, customers, or donors, as the case may be.
2. Create a clear picture or idea of the object or situation exactly as you want it to be. In the context of CR, and assuming you chose Passion, picture yourself in a meeting with a prospect, oozing with passion for what it is you are selling, through your words and body language.
3. Focus on your goal often to make it an integrated part of your life. It is in going through this process on a regular basis that you start to make Mind [Re] Set a part of your daily business life.
4. Give your goal positive energy by thinking about it in a positive, encouraging way. You do this through a positive affirmation, a short mantra said either aloud or internally to yourself. For example, if you chose Passion, you might say something like, “My passion for ________ is strong and is coming out of me through my words and body language.” Always state your affirmations in the present (i.e., “is”), as opposed to prospectively (i.e., “will be”).
Use this simple process on a regular basis, every day or every other day, for a few minutes at a time. Use it anywhere and anytime. After you use Creative Visualization for one of the three characteristics of the The Rainmaker’s Brain, use it for the other two characteristics. Then practice Creative Visualization interchangeably among the three characteristics. Do this often and your mind will stay reset properly for the long-term, allowing you to truly maximize the other two components of CR!
J.B.
Read More1st Stage: CR Sales Process Paradigm
The first stage in Crux Rainmaking’s Sales Process Paradigm is:
Mind [Re] Set: Align with the 3 essential characteristics of The Rainmaker’s Brain.
Before we can effectively proceed through the balance of the sales process, we need to harness our Passion, Commitment, and Confidence. Without having a sensitivity to these characteristics, which are critical to the make-up of The Rainmaker’s Brain, we substantially limit our ability to achieve success during the rest of the sales process.
Remember that when we speak of Passion in Crux Rainmaking, we are talking about a passion for our chosen profession, for the product we are selling, or for the charitable cause for which we are advocating. Use Crux Rainmaking’s Passion Pyramid to help you identify and harness your Passion.
We also need to be truly Committed to the actual process of Rainmaking. With this level of Commitment, our chances for both short- and long-term sales success are exponentially increased. Accountability is vitally important to sustaining Commitment for the long-term.
Finally, Rainmakers are Confident in not only their ability to get the business, but to take care of their client, customer, or donor far better than their competitors. While some people may not feel naturally Confident, there is a Secret that helps us gain the level of Confidence we all need.
As you begin to work with and explore Crux Rainmaking’s Sales Process Paradigm, start by harnessing your Passion, Commitment, and Confidence. Use the tools I have provided in other posts to help do this. Once harnessed, there is no limit to success!
J.B.
Read MorePacing Mind [Re] Set
The first of the three components of Crux Rainmaking is Mind [Re] Set. We need to reset our minds consistent with the essential characteristics of The Rainmaker’s Brain, namely Passion, Commitment, and Confidence. If we do this, then the other two components of Crux Rainmaking (i.e., Strategic Lead Generation and Unique Business Relationships) can be most effectively implemented to maximize our business development efforts. But there is a fundamental aspect of Mind [Re] Set that must be acknowledged and understood before such a mindset change can be made for the long-term, and that is the idea of pacing.
We’ve all heard the saying that life is a marathon, not a sprint. This truth holds equally well with Mind [Re] Set. Resetting our minds to be consistent with the characteristics of a rainmaker’s requires a certain pacing. In particular, it must not be implemented as if it were a sprint. Simply getting all excited about growing our businesses and working really hard for an initial period of time will eventually burn-off. This sort of mentality is like a fad diet. Fad diets do not last, and in most cases the dieter reverts back to his or her old ways. Rather, with a fundamental Mind [Re] Set, such a change must be viewed as a slow and steady endeavor, with long-term results coming in time. If implemented correctly, such a Mind [Re] Set can yield positive results sooner as opposed to later, but whether those changes come immediately or not, the characteristics of Passion, Commitment, and Confidence act as fuel for a long journey on a road filled with many business development successes.
Thus, as you start to implement Crux Rainmaking, start with reasonable expectations. Look at the changes you are making in your business development life as if they were nutritional changes in your diet that will last a lifetime because your business development “health” is of critical importance to you, just as your physical health. If the idea of eating a good amount of vegetables is a good idea now, then it should be a good idea forever. Similarly, if harnessing passion for what it is you do, being sincerely committed to the process of business development, and having the confidence to not only get a new client, but to take care of that person better than your competitors, are things that are important you today, then view then as long-term mindset shifts which will last a lifetime.
A major obstacle to long-term change for most professionals is the failure to remain energized about developing business for the long-term. They start with good intentions, but their excitement decreases fast, especially if they don’t see marked results right away. But there is no need for the excitement to dwindle as such. If you start with and maintain a long-term perspective on your renewed business development behavioral model, then the passion will remain, your commitment will increase, and any lack of confidence will be replaced with an emboldened sense of confidence.
So, adopt a slow and steady wins the race mentality when shifting your mindset with Crux Rainmaking and embark down the long-term path to business development success!
J.B.
Read MoreThe Secret to Confidence
Confidence is one of the three essential characteristics of The Rainmaker’s Brain. The fact is that our confidence level in a business development situation is measured by a prospect, whether we like it or not. The more confident we are, the more confident a prospect will be that we can deliver whatever it is we are selling. Being confident can be as simple as changing our physiology. (In this context our physiology primarily includes our posture and breathing.) You may have heard the saying, acting confident will make you more confident. That’s because our physiology influences our emotional state.
An Exercise
To get a better feel for how your physiology can make you feel more confident, try this simple exercise right now.
Stand up. Now look down toward the floor. Sag your shoulders and let your knees break a bit. Breathe shallow as your stand there, drooping toward the floor. Now, without moving, feel confident, determined, and ready to take on the world!
Now, remain standing and straighten-up. Hold your head up, looking straight ahead. Make sure your shoulders are back. Take long, deep breathes, in and out. Your weight should be evenly distributed, each foot flat on the floor. Now, without moving, feel uncertain and indecisive.
Physiology is Important
When you did the above exercise, my bet is that you found is very difficult, if not impossible, to feel a way that was inconsistent with your physiology. You can see how simply taking control of your physiology can make a radical difference in your level of confidence. You have the ability to put yourself into a state of confidence any time you choose, by focusing on your posture and breathing. This is simple to do and can be done anywhere at any time. Stand up straight, chin up, breathe deeply, and stand firmly on the floor, your weight evenly distributed. Then determine to feel confident. And you will do so.
Lasting Change
Start acting more confident every day. Use this simple exercise to get yourself into a confident state on a regular basis. Practice acting confident, and in no time you will not want to feel any other way. This can, and will, effect lasting change in your confidence level, a quality that will yield many rewards in your life, both business and personal.
J.B.
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