Posted on by Pat

Wizard of Oz Sales Process with Steve Kloyda #137

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

steve-kloydaWizard of Oz Sales Process with Steve Kloyda #137

In this episode we have a  returning guest, The Prospecting Expert, Steve Kloyda. Steve believes that all sellers should get serious about sales and use a sales process. Today he shares his Wizard of Oz Sales Process. It includes a set of questions that engage and illuminate the value of having a sales process.

Five Major Wizard Questions

1. What was Dorothy’s primary purpose in the movie?

Get home!

2. Who was the right person to get her home?

Wizard of Oz in the Emerald City.

3. What was the plan to get to the Emerald city?
Follow the Yellow-brook Road

NOTE: There were many obstacles, yet Dorothy persevered.

4. How do we know there is a Wizard (Dorothy asked)?
She referenced Glynda the Good Witch. Because of this referral they were able to get through the gate keeper. They eventually met the Wizard who agreed to grant their wish if they brought him the Wicked Witches broom.

5. What was the next step for the Lion, Tin-man, Scarecrow and Dorothy?

  • Courage!
  • Heart!
  • Brain!
  • Go home!

5 Step Sales Process

This is the Wizard of Oz sales process:

  1. What is the purpose for your next step?
  2. Who are the right people?
  3. What is the game plan for the next step?
  4. What is the solution for this potential problem?
  5. What is the next step?

Your Value Proposition

This is your unique prospecting message:

  • IS what is the name/definition of the
  • DOES what is the problem Pain it addresses
  • MEAN what does it mean for your prospect? increase expand maximize strengthen or build up?

An example: it’s an iPod, it does play music, what does it mean to you? You can carry 1000 songs in your pocket

How to Find Steve Kloyda

This is Steve in a previous episode #73 of Sales Babble

Here are his links:

If you’re not familiar with this movie, read this description on Wikipedia: “The Wizard of Oz”

 Sales Process Past Episodes

Still not convinced you need a sales process?  Listen to these episodes for other process ideas: