In sales they teach sales people to learn to listen for buying questions from their customers.
Buying questions are questions where you can really tell the person is picturing themselves owning what you re selling. For example, if I buy this car can I drive it home today. If I buy your Flat screen TV will you install it or do I have to take it home in my car.
This is known as being in the deal. The person isn't just telling you yes and really thinking about something else with no intention of buying.
This is a technique I use with these public CEO's. I listen to see if they're really in the deal. Have they thought through actually doing what they said they would. So many little answers Paul has given people show me he has really visualized this deal all the way through. From the manufacturers on down the line....
Here's a perfect example.....I don't feel comfortable posting emails from CEO's I receive. No way to verify what I post so I choose not to post them. Others do differently and I think that's fine as well. No right or wrong on this...
Here's something Paul mentioned that goes back to that being in the deal, having something real you truly plan on marketing and selling. This was a biggie for me....Only someone who really believed he would have tons of sales with BioHarp would ever think of this.
I asked a question about BioHarp co-branding with the doctors logo on the screens. Paul told me when he was in Korea he was meeting with BioHarp software developers because he had to install a way to disable the Doctors software after they buy it if they don't pay their monthly bill for the $19.95 per patient fee to XMDC.
Now I don't know about anyone else but.....only someone in the deal who had something real...they expected to sell a ton of....would ever think about how to turn off the BioHarp for the one's who don't keep paying....this was very powerful little subtle thing for me.
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