New blog posts

What is BLUF and Why It is So Important to Your Company?
What is BLUF and Why It is So Important to Your Company?

Jan 8, 2018 by Administrator

What is BLUF and Why It is So Important to...

Employment Opportunity - Medical Device Sales Specialist - Neurosurgery - Los Angeles, CA
Employment Opportunity - Medical Device Sales Specialist - Neurosurgery - Los Angeles, CA

Jan 3, 2018 by Administrator

Company Overview: This is a...

All Sales Consultants are not the Same.
All Sales Consultants are not the Same.

Jan 1, 2018 by Administrator

Sales Sigma is the Sales Process Engineering...

View all blog entries →

What is BLUF and Why It is So Important to Your Company?

Posted on Jan 8, 2018 by Administrator

What is BLUF and Why It is So Important to Your Company?

What is BLUF and Why It is So Important to Your Company?

BLUF is a writing style that puts the conclusion and recommendation at the beginning. BLUF is not an option for a company wanting to sell successfully in the 21st Century. BLUF or Bottom Line Up Front is used in the Army to expedite decision making. I was first introduced to this method while a cadet at West Point in the early 80’s. While I saw the value of it then, I didn’t foresee how critical it would become in 2018.

Here is why it is so important to you:

1.       People make decisions early. They do not wait until the end. Busy people need to know what you are going to tell them to decide how much time they will give you.

2.       It’s respectful. It demonstrates you have the other person’s interest in mind.

3.       Everyone is bombarded with too much information. The brain is the busiest filter in the human body, you need to make the cut.

4.       Engage the reader or audience early. If not, they lose interest and drift to something else. Moreover, they won’t seek out additional information from you.

If you think about your own experience, do you read to the end of every email you receive? If a sales person calls you, how long do you listen if he can’t get to the point? If you’re like me, you do what I call 3-3-7. On my Verizon cellphone, this skips me to the end of a voicemail message and deletes it. If you don’t get my attention, you don’t get my time.

Since, we have too much to do and too much information coming at us, we need to make a decision within the first sentence or two. We either ask for more information or move on to something we find relevant.

When I first started my sales career over 25 years ago, there was talk of the 30 second elevator speech. Then it became the 15 second elevator speech. In today’s twitter world, you have at most two sentences to make your prospect want more.

At Sales Sigma Consulting, we “Help companies sell more while spending less.” When a prospect asked us what we do, we respond with that one sentence. The response is typically, “You have my attention. How do you do it?” We then have a conversation, not a lecture. It allows us to talk about what is important to them, not what we think is important to them.

The Bottom Line is: BLUF is not an option in the 2018 selling environment if you want to be successful.

Want More? Contact Chuck Overbeck at Coverbeck@salessigma.com 


http://bismarckbotox.com/

Jan 16, 2018

https://grantcooper.com/

Jan 16, 2018

https://www.bio.org/events/bio-ceo-investor-conference/about

Jan 11, 2018

https://oralsurgeryomaha.com/

Jan 5, 2018

http://nebraskaoralfacialsurgery.com/

Jan 5, 2018

http://www.linkedin.com/in/janetandrews1

May 5, 2017

https://www.bio.org/events/bio-ceo-investor-conference/about

Jan 11, 2018

http://www.natomassmiles.com/

Oct 24, 2017

http://entforchildren.com/

Mar 24, 2017

http://exteltechnologies.com/

Dec 2, 2016

Sponsored listings

https://www.bio.org/events/bio-ceo-investor-conference/about

BIO One-on-One Partnering™ is Open               More than 600 investors...

http://bit.ly/2hZz6tg

The Med Tech Directory presents Med Tech Monday, a one-day medical device...

http://conta.cc/2xWiX0d

  Our organization was established to support Med Tech entrepreneurs who have...

https://www.facebook.com/NewVideosSite/

NewVideos.com is a leading global website of video sharing entertainment....

https://www.linkedin.com/groups/4372308

This is the Maketing and Sales sub group of the world's largest Medical...