The Success Orientations Model

What are success orientations?

• The relationship orientation
• The process orientation
• The goal orientation
• "I am all three!"

Blog: Success orientations in action

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For Sales and Marketing Professionals

The Success Orientations model is a powerful tool for sales and marketing professionals. Insights from the model lead to:

• Sales professionals adapting their interactions with potential customers during in-person sales, telephone sales, and through email communications to match their client's success orientation mix. In doing so, sales professional more closely speak to their customer's unspoken success orientation needs, leading directly to happier customers and more deals done!
• Targeting advertising at potential customers based on the success orientations mix.
• Generating huge numbers of return customers and word-of-mouth referrals simply by aligning your communication styles and systems to match customer expectations.

Applying the model in sales and marketing is simple and powerful. Here are two real case studies:

Telephone sales:

Who: An independent professional therapist.

The Challenge: The therapist received many telephone calls from potential clients but sometimes found it challenging to turn the phone calls into bookings (sales).

The Learning: After learning about success orientations and her own mix of orientations, she realized that she was very goal oriented and spoke with her clients in this manner. She quickly realized that she tried to get to the date and time booking stage of the conversation too rapidly: "OK, I have an opening on Tuesday afternoon, can you come then?" Many clients were "turned off" by this too fast jumping to the booking stage, needing to get a better sense first of who she is (relationship oriented) or to understand how the therapy session would go - what steps would they be going through (process oriented).

Through coaching and role playing, the therapist learned to determine in the first 30 seconds or so of the telephone call what the caller's success orientation mix was. Then she adapted her communication style to match theirs!

Results: More bookings, happier clients (first impressions!), more word-of-mouth referrals.

Interested in fast and highly effective workshops, coaching and training on using success orientations to improve your sales and marketing? Contact Paul Kurucz of Success Orientations Publishing for more information!

Engineering Sales:

Who: A manager of a professional engineering firm

The Learning: The manager expressed how his firm learned to close more and more deals:

"As engineers, we are highly process and goal oriented. Our one challenge was to learn to spend enough time building relationships with our potential clients so they could not only trust our engineering, but also trust us to help them solve their problems, which were not just technical ones. Learning to take the time to connect more deeply [relationship] with our clients led to more closed deals, a deeper understanding of their needs, and insights into upcoming business possibilities. A win-win-win for us!"

The result: Success orientations insights closing more deals, happier customers, and potential future business!

Interested in fast and highly effective workshops, coaching and training on using success orientations to improve your sales and marketing? Contact Paul Kurucz of Success Orientations Publishing for more information!

Do you have a case study that resonates with these examples? Please contact us through the Success Orientations Publishing web site and let us know so we can expand uses of this model. Thank you!

Figuring out what your customers are often unconsciously seeking is a powerful tool for helping you meet those needs and therefore make more sales!

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