The Intentional Experience
What is the “Intentional Experience” as it relates to sales? First, let’s break down the two words:
Intentional / Intention: An act with an attitude predetermined to produce a result that effects another’s actions or conduct.
Experience: An undergoing of things occurring that are perceived, understood, and remembered.
In Summary: The intentional experience is then, a process that is created with the intention to produce a predetermined action or result in another person or persons that they cognitively perceive, understand and remember.
So how does that relate to sales?
This is exactly what a sales system or process should accomplish. Everything you say, every question you ask, everything you present and demonstrate should all create a “predetermined” reaction in the prospective customer.
Nothing is done by accident. The customer experiences the emotions we want him to experience, when we want him to have them. They respond the way we want them to respond when we want them to respond.
When done at the right times and in sync with each other, the end result is the customer asking you if they can buy what you are selling. No hassles, no big negotiations, just processing the orders.
Most sales are not done this way. The 7 O’s method of selling is not a sales system like a Miller Hieman or a Sandler Sales Institute program. It is far beyond anything you have ever experienced before and far less complex.
Very much like a play or a great movie. Every line, scene, character interaction, backdrop, etc. works together seamlessly. There is a framework underlying the entire experience. Sales should be no different. And for sales people who have been trained using Edward Earle’s 7 O’s, The Intentional Experience Sales Program… the results are staggering.
Why Seven O’s?
You’ve heard the old saying that it takes 7 yes’s (trial closes) to get the big yes (buying decision). Well, let’s explore where that comes from and see why it has merit. Let’s take a closer look at the symbolism of the number seven.
To begin with the astronomical and religious calculation of old of the pagan Romans, who divided the week into seven days, and held the seventh day as the most sacred
The seven planets ever remaining at an equal distance from each other, and rotating in the same path, hence, the idea suggested by this motion, of the eternal harmony of the universe.
In the Hebrew language the number seven comes from the root word Sheva,
which carries three fundamental meanings. First, the number seven, second, to be complete or full and lastly, to swear or take an oath.
The Pythagoreans considered the figure seven as the image and model of the divine order and harmony in nature.
If we follow these thoughts about symbolism of the number 7, then it is easy for us to understand that to our mind (worldwide, which is interestingly universal) the number 7 means that we are complete, full and at harmony.
When it comes to sales that means we have received enough information for our minds to say that the decision is good.
The sales person who understands the 7 O’s Intentional Experience Sales Program will increase their sales rations significantly and without every really having to “sell.” I would know, as the founder of the program I have been labeled as the “True Greatest Salesman In The World.” This title comes from having sold products and services in just about every industry, with a lifetime average conversion ratio of 94.6%.
List of what we’ll do there
Quick Overview of The 7 O’s:
O-1: Overview – Understand who the customer is, what they do, advantages they posses, disadvantages, competition, marketplace conditions, etc.
O-2: Objectives – Goals of the company/customer, current market share, conversion ratio, results desired, etc.
O-3: Obsolescence – What efforts have been made or are being made to reach objectives. What is not working and reasons why. Current statistics.
O-4: Opportunities – Your product or service presentation and how it meets the objectives. Return On Investment analysis.
O-5: Objections – This section is where the concerns and objections are voiced.
O-6: Zero Hour – Critical time frames that effect the implementation or the result of the purchase.
O-7: Organize – Price, payment options, resources, plan for moving forward, etc
