If any of us look close enough we are going to find areas in our life where we want something for ourselves but what we are doing currently to obtain it is not working. In fact, the essence of sales is helping people replace a process or product that isn’t working with one that will. Paul was a master at helping folks realize that the gods they were seeking were not helping them achieve fulfillment in life. Great salespeople have a way of bringing the chasm between what we want and what we have in the focus in a convincing and non-offensive way.
"For as I walked around and looked carefully at your objects of worship, I even found an altar with this inscription: TO AN UNKOWN GOD. So you are ignorant of the very thing you worship—and this is what I am going to proclaim to you."
The W.D.E.P. Model
The W.D.E.P. Model is a method of psychological evaluation developed by Dr. William Glasser. Glasser was the pioneer of a mode of therapy called “Reality Therapy.” W.D.E.P. is an acronym:
- Want: The first question that folks must be able to answer is what do they want. Perhaps a potential coaching client wants to earn six figures in that year. The coach or therapist would have the person state that aloud
- Doing: The next question the therapist asks is what the client is doing to get what she wants. This is a crucial stage. Many people don’t have a plan at all, but it is very important to get the client to either give a detailed description of her plan or admit she has none.
- Evaluate: The next phase of the session is asking the client to evaluate whether what she is doing is getting her closer to what she wants. The obvious answer is that it is not, but it is absolutely crucial that the patient or client come to this realization on her own.
- Plan: Once the client comes to terms with the fact that what she is doing is not getting her closer to what she wants, the next phase is making a plan that will get her there. This is the solution to the problem that she has. This is with the therapist and coach is paid to do.
An Example
For years I helped develop systems that help my company recruit independent contractors. While we call this “recruiting,” in reality, it was exactly like sales. We want to affiliate as many as we could. The company that affiliates the most wins just like any sales organization.
I did lots of marketing and calling to get these independent contractors to come to my office, but once they did the first question I asked them was, “Why are you here?”
Often they would say something somewhat flippant such as, “well, I’m willing to hear anyone out.” I never allow this type of answer. The fact is that many of these independent contractors had driven lower more to come and see me. They were not done that had something been lacking in the reminiscences. I knew this. That’s why I asked the question. Most of the time I would not even continue with the presentation until the independent contractor at least acknowledged that her business could use some help.
I would then go into using the W.D.E.P. Model. I would ask the independent contractor what are financial goals are for the year. Once he told me I asked her what she and her current company are doing to help get her to those goals. She would usually tell me things that she was doing but would omit intentionally what her company was doing for her. Usually, it’s nothing. That’s what I need her to see.
After asking her how many transactions she has for the year, it would quickly become obvious that what she is doing is not getting her close to what she wants. That’s what I have her admit that she needs to make a change. The change may not be coming on with me, but nonetheless, a change needed to be made. Once we made it past this evaluation section, I could then show her my plan for getting her to where she wants to be. At that point, I’ve given both of us the best chance for success.
Conclusion
Just like in the 12 Step Process developed by Bill Wilson, for your customer to take action, he must first be willing to admit that he has a problem. The W.D.E.P. Model is beneficial in doing that with respect and sincerity. As Paul also demonstrates, it’s a wonderful way to start conversations with folks about their own spiritual journey. I hope you can put it to use in your next interaction.
