I think Emperor could give you results faster than Khan. Going through all stages of Khan (I always suggest that) it’s a 4 month investment. Is this activity your long term plan, or something that you want to do now for a couple of months? ST4 is where you want to be.
The company I work for buys services from smaller companies and I’m interacting with CEO’s / sales leads for a while now.
I saw all typologies and most of them are the sales guy that says “my company is the best, you would be stupid not to work with us”. That’s so annoying. That’s the Emperor type as I see it: the crazy confidence, energy to push for the sale. That might makes sense to you, but the person listening to it probably saw a dozen similar speeches in the past year. Consider that when writing your sales script.
I think it’s about 7 years ago when I met the ideal salesperson, from my pov of course. He was a guy in his 40s, gray hair.
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The one word I would describe him was magnetic: ALWAYS relaxed, never pushing an agenda, never hurrying to sell his product. Not one moment in the interaction I felt he has an agenda of selling a product (of course he had)
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Funny, but not funny haha: funny enough for me to feel relaxed as well, not too funny that I might not take him seriously.
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His sales speech started with something alone the lines “today I don’t want to talk about our company, I just want to understand what you’re doing and if we can help”. He never said in words his company is a good fit for ours, but his body language, demeanor screamed that.
Of course, you know better the sector you’re going to work with and the experience/expectations might be different. The thing is, if this guy would call me today representing a company I know nothing about, I would give him the time, no questions asked. Hell, I would give him the time if he’s unemployed and just wants to have lunch/dinner.