Nip Them in the Bud

Hinges prevent your sales plans from moving forward. Your sales plan is simple: Obtain the four Measurable Phase Changes (MPCs) in the proper order to earn high-value orders. Proof that MPCs have occurred comes when customers confirm Interest (MPC 1), Potential (MPC 2), Solution (MPC 3), and Agreement (MPC 4). They agree to your calls for actions (meetings, surveys, presentations, or purchase orders) that move you to the next Measurable Phase (MP). Therefore, to wreak havoc on your sales plans, hinges must prevent you from:

• Conducting the four MPs and MPCs in sequence

• Obtaining the MPCs and their respective calls for action

If either one of the above happens, it stops the forward motion of the sale. Your ability to sell value is in jeopardy. As you will see, when it comes to hinges, an ounce of prevention is worth a pound of cure. Good salespeople know how to handle hinges to stay on plan; great ones know how to prevent them from occurring.