I recently reviewed the proposals that a client was generating. Not only were they not customized to a particular prospect, but in none of them was there any indication of what the prospects' problem was costing them. If you're selling products or services for a substantial amount (you can determine that) then you had better be clear on what the problem is costing the prospect … [Read more...]
Expand the possibility of your sales
Sell the sizzle not the steak. Learn to state how your products and services impact your customers instead of saying what you do. You'll create interest and curiosity to hear more of your message. You start by knowing what benefits you bring to your customers. If you sell oil you help your customers reduce downtime. If you sell sales training the benefit you bring is … [Read more...]
The 80/20 rule for predicting sales success
You can tell the quality of the sales call by who is doing the talking. If your customer is doing 80% of the talking and you’re talking 20% give yourself some points. You want customers to feel comfortable with you. You need the information that only they have. You also need to hear if and how your customers understand your message. You can only learn this if they talk … [Read more...]
Could you create copycat buyers?
Copycats are a good thing. Social copying is the phenomenon of looking to other people to show us what to do. That's what a TV track taps into. It shows us where to laugh and we feel better knowing that we’re part of the group. We also eat at crowded restaurants because it allows us to copy the other people who have chosen what we believe to be a good restaurant. Think of … [Read more...]
Are you afraid of sales?
There are too many salespeople who think they have to apologize for being in sales. How do you know if you’re one of them? Look at your business card and your title. Does it say sales? I’ll give you a pass if it says Business Development since so many people today now know that those words really do mean that you are in sales. I think that you are afraid of selling if your … [Read more...]