“High-Five!”: A Sales Strategy?

 

When I came across the blog post titled “Give Your Prospects A High-Five,” I wondered if the author meant to literally give them a high-five. Turns out, Doyle Slayton was using the term “high-five” in a figurative sense: Use his five-step plan to learn more about a client (or prospect). While engaging with the prospect or client, Slayton suggests creating three-to-five “target points,” which can be used to gain a better perspective of his or her needs and goals. He even adds some other tips to make sure you are taking full advantage of the “high-five” process. Below are his five suggested steps, and the entire article can be read here.

1. Current Initiatives – “Tell me about your current initiatives regarding…”
2. Goals & Measurements – “What are the most important goals and measurements that you need to exceed to achieve success?”
3. What’s working? – “Based on what you are currently doing… what seems to be working the best?”
4. Challenges – “What are you struggling with the most? …what’s not working?”
5. Apply Features & Benefits – At this point you can begin to tie in the features, benefits, and solutions that your company or product can offer.