Red Jacket Pump

A lot of closing situations now come down to pitching to and trying to influence an influencer, that it's time to teach the proper way of doing it. A couple of things first. An influencer is defined as someone who is involved in some way in the decision process - they either help make the decision, or they have to approve your services or product first before they pass it on to other decision makers, etc. The bottom line is that there is someone above them who weighs in heavily or who has the final say on whether or not to progress with you.

So the first thing you need to do is determine how your influencer fits into the decision process (if at all), and how much influence they have. Use the following questions during the qualification stage to determine this:

By the way, once you begin your demo, it's always a smart idea to go back through these questions before you launch into your pitch. Doing so will give you a head's up as to how it's likely to end. Wouldn't it behave to know the stall before it even comes up? And once it does, here is how you handle it:

Red Jacket Pump Control Box 880-041
Red Jacket Pump Control Box 880-041
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Red Jacket Pump Control Box 880-030-5
Red Jacket Pump Control Box 880-030-5
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Red Jacket Veeder-root Submersible Pump Ump200u1-3
Red Jacket Veeder-root Submersible Pump Ump200u1-3
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Veeder-root Red Jacket Pump Control Box 880-029
Veeder-root Red Jacket Pump Control Box 880-029
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Cast Iron Red Jacket Hand Pump For Steam Tractors
Cast Iron Red Jacket Hand Pump For Steam Tractors
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Veeder-root Red Jacket Pump Control Box 880-030
Veeder-root Red Jacket Pump Control Box 880-030
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Veeder-root Red Jacket Pump Control Box 880-041 New W Box
Veeder-root Red Jacket Pump Control Box 880-041 New W Box
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New Red Jacket 108-496-5 Submersible Petroleum Fuel Pump Junction Box
New Red Jacket 108-496-5 Submersible Petroleum Fuel Pump Junction Box
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New Red Jacket Kit Yokes Assembly Wconnector 3-wire Pn 313-019-5
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Red Jacket Manufacturing Well Pump Kit A6-2p Nos
Red Jacket Manufacturing Well Pump Kit A6-2p Nos
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Red Jacket Pump 829-039-5 Injector 1hp
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Veeder Root 410164-002 25mfd Capacitor For 1.5 Hp Red Jacket Pump
Veeder Root 410164-002 25mfd Capacitor For 1.5 Hp Red Jacket Pump
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Veeder Root 410164-001 17.5 Mfd Capacitor For 13 And 34 Hp Red Jacket Pump
Veeder Root 410164-001 17.5 Mfd Capacitor For 13 And 34 Hp Red Jacket Pump
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Veeder-root Red Jacket 101-054-5 Accumulator Assembly Marley Pump 1010545 Rph
Veeder-root Red Jacket 101-054-5 Accumulator Assembly Marley Pump 1010545 Rph
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New Red Jacket Holder For Check Valve Pump Dispenser Pn- 138-049-5 20188
New Red Jacket Holder For Check Valve Pump Dispenser Pn- 138-049-5 20188
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Veeder-root Red Jacket Pump Control Box 880-030
Veeder-root Red Jacket Pump Control Box 880-030
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Itt Red Jacket Sump Pump 4111007h Modelrep3a 12a 1phase 60hz 115v Nib
Itt Red Jacket Sump Pump 4111007h Modelrep3a 12a 1phase 60hz 115v Nib
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Goulds Red Jacket 50c20112g9 12hp Well Pump 160-115v 2 Wire 9stg
Goulds Red Jacket 50c20112g9 12hp Well Pump 160-115v 2 Wire 9stg
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Red Jacket Gas Pump Parts Lcd Display Keyboard 9000 Board 530-040-5
Red Jacket Gas Pump Parts Lcd Display Keyboard 9000 Board 530-040-5
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New Red Jacket Console Lcd Display Pcb Circuit Board Pn 330-093-5 St-16r
New Red Jacket Console Lcd Display Pcb Circuit Board Pn 330-093-5 St-16r
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Veeder-root Red Jacket Pumps Control Box 880-041
Veeder-root Red Jacket Pumps Control Box 880-041
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Veeder-root Red Jacket Standard Control Box 880-032 To Be Used Wmodel Cp-150s1
Veeder-root Red Jacket Standard Control Box 880-032 To Be Used Wmodel Cp-150s1
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Veeder Root Marley Pump Co. Rlm9000 Liquid Level Gauge For Flammable Liquids
Veeder Root Marley Pump Co. Rlm9000 Liquid Level Gauge For Flammable Liquids
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Cast Iron Red Jacket Hand Pump For Steam Engines Tractors Original Paint Label
Cast Iron Red Jacket Hand Pump For Steam Engines Tractors Original Paint Label
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New Eye Bolt Plug Red Jacket Extracta Petroleum Fuel Pump P75s1 Pn 139-040-4
New Eye Bolt Plug Red Jacket Extracta Petroleum Fuel Pump P75s1 Pn 139-040-4
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Centripro 3 Hp 4 Submersible Motor Goulds Red Jacket 3 Hp 4 Pump
Centripro 3 Hp 4 Submersible Motor Goulds Red Jacket 3 Hp 4 Pump
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Veeder Root Red Jacket Petroleum Pump 6mb6 7.5 Hp
Veeder Root Red Jacket Petroleum Pump 6mb6 7.5 Hp
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Red Jacket Veeder-root 2 Hp 208230v 1ph 60hz Submersible Pump Motor Ump200u1-3
Red Jacket Veeder-root 2 Hp 208230v 1ph 60hz Submersible Pump Motor Ump200u1-3
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Red Jacket Veeder-root 1.5 Hp 208230v 1ph 60hz Submersible Pump Motor
Red Jacket Veeder-root 1.5 Hp 208230v 1ph 60hz Submersible Pump Motor
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New Vent Closing Screw Red Jacket Petroleum Fuel Pump P75s1  Pn- 076-146-1
New Vent Closing Screw Red Jacket Petroleum Fuel Pump P75s1 Pn- 076-146-1
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New Red Jacket Pumps 113-105-5 Connector Assembly 2-wire
New Red Jacket Pumps 113-105-5 Connector Assembly 2-wire
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Red Jacket Petro Leak Detector 116-030 For Marley Pump P33r1 P75s1 038-160-2
Red Jacket Petro Leak Detector 116-030 For Marley Pump P33r1 P75s1 038-160-2
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Vintage Red Jacket Pumps Advertising Poster
Vintage Red Jacket Pumps Advertising Poster
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Red Jacket Pumpsoverhead Retractor Gvrc00200117 Work Holding Tool Holding
Red Jacket Pumpsoverhead Retractor Gvrc00200117 Work Holding Tool Holding
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Red Jacket Windmill Pump Diagrams Parts List From Cataloge 40 Of 1930
Red Jacket Windmill Pump Diagrams Parts List From Cataloge 40 Of 1930
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Hand Pump Long Fulcrum For Dempster F E Myers Red Jacket New One Or More
Hand Pump Long Fulcrum For Dempster F E Myers Red Jacket New One Or More
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New Red Jacket E 7 Jet Pump Head 08-120
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Yellow Jacket 49133 3-18 Heat Pump Replacement High Side Gauge
Yellow Jacket 49133 3-18 Heat Pump Replacement High Side Gauge
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Red Jacket Model 880-041 Pump Control Box Untested.
Red Jacket Model 880-041 Pump Control Box Untested.
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Veeder Root Red Jacket Ppm2000-232 Fuel Pumping System Controller
Veeder Root Red Jacket Ppm2000-232 Fuel Pumping System Controller
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Red Jacket Submersible Water Pump 1213936j Catrec0412 410hp 230v Nib
Red Jacket Submersible Water Pump 1213936j Catrec0412 410hp 230v Nib
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Red Jacket Rep3a Submersible Pump 1214305j Catrep3a 12.0 Max Amps 1ph 60hz Nib
Red Jacket Rep3a Submersible Pump 1214305j Catrep3a 12.0 Max Amps 1ph 60hz Nib
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Red Jacket Rec0411 Submersible Pump 1214230j Catrec0411 410hp 115v Nib
Red Jacket Rec0411 Submersible Pump 1214230j Catrec0411 410hp 115v Nib
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Red Jacket 115v Submersible Pump 12131218j Catrec0411 410hp 160115 Nib
Red Jacket 115v Submersible Pump 12131218j Catrec0411 410hp 160115 Nib
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Red Jacket 115v Submersible Pump 12131203j Catrec0411 410hp 160115 Nib
Red Jacket 115v Submersible Pump 12131203j Catrec0411 410hp 160115 Nib
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Red Jacket Rec0411 Submersible Pump 1214258j Catrec0411 410hp 115v Nib
Red Jacket Rec0411 Submersible Pump 1214258j Catrec0411 410hp 115v Nib
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Red Jacket Pumps Quick Set Jet 50rj Motor Only Parts Only Dirty Used
Red Jacket Pumps Quick Set Jet 50rj Motor Only Parts Only Dirty Used
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Cp75s1 Epr Ppu0190 355-255-4 Red Jacket Pump Solvent Pump New In Box
Cp75s1 Epr Ppu0190 355-255-4 Red Jacket Pump Solvent Pump New In Box
1,250.00
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Goulds Red Jacket 50c20112g8 12hp Well Pump 160-115v 2 Wire 8stg
Goulds Red Jacket 50c20112g8 12hp Well Pump 160-115v 2 Wire 8stg
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After you do get their buy in, that's when you can ask if they're going to recommend it and how much weight their recommendation brings. After that, you do a trial close on paperwork, etc. You can make this as soft a trial close as you want, the point here is that you wish to take your influencer as far as he/she will let you. The further they let you go, the more likely they'll be a deal later.

Start implementing these techniques in your sales calls starting with the qualification stage. The more you discover the influencer, and their role, the better equipped you'll be to take the close further at the end.

You have a bunch of letters behind your name, and a lots of incredible ideas swirling in your head, but your "elevator pitch" sounds (and tastes) like canned alphabet soup and your offerings look much like everyone else's.