Sales Tip: Quantifying real loss overcomes the budget issue
Quantifying real loss overcomes the budget issue Sales Tip of the Week () ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Greetings: In today’s sales arena it is not enough for a sales professional to merely assume that a prospect has a problem that is costing him or her time or money and that they will automatically embrace the sales person’s solution because it’s a solution to their problem. Many of us now sell in a sales arena that poses subtle but costly problems with complex and pricey solutions. In order to effectively navigate this landscape the successful sales person converts into a trusted advisor. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Sales Tip Contents ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ - The Trusted Advisor - Vagueness is your Undoing - Why does the Prospect Buy from you? - Free Sales Seminar - For Business Owners and Sales Managers The Trusted Advisor ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ A true trusted advisor assesses the degree to which the problem impacts the prospect. The true trusted advisor embarks on a journey with the prospect to determine all facets of the problem and the true extent of the negative impact that the prospect is suffering. The advisor determines the problem caused, the cost of the effect, and the cost of delaying implementation of a solution. If the negative ramifications caused by the problem are something that can simply be managed moving forward, why would your prospect invest in a solution? When the prospect does not have a clear insight into the impact the problem has had in the past, is currently having in the present and will have in the future they will not invest in a solution. More Sales Help >> http://www.sales-seminar.com Vagueness is your Undoing ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Vagueness on the part of the prospect is the trusted advisor’s undoing. When the prospect hesitates or refuses to discuss the negative ramification of the identified problem or need, this is where you must go to work! When you hesitate or otherwise fail to uncover all costs associated with the problem in question—the reason why the prospect is meeting with you to begin with—you can generally bank on the fact that money will become an issue, in particular for those selling a product or service that is higher in price than their competitors’. Don’t get in your own way! It is your job to assist your prospect in identifying and uncovering the real cost of not implementing your solution. Don’t let fear impede you from bringing your prospect to the true realization of not acting. For more Sales Assistance>> http://www.sales-seminar.com/workshops.htm The Problem and the Side Effect ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Remember, the reason your prospect meet with you does not always translate into why they will eventually buy from you! When you look at 100% of the prospects that meet with you, they fall into one of two camps. Those that buy from you and those who don’t! What is the difference between these two types of prospects? Two things influence the buyer’s decision. The most important difference is you. You are obviously different from the competition or others competing for their business. We either connect with prospects, or we disconnect with them. Think of the times you have left a prospect meeting with a complete sense of a communication disconnect. These are the times you might ask yourselves “What planet did they come from”. Unfortunately and more importantly, the prospect is probably asking the same question about you! The other influence on the buying decision is the real emotional attachment and extent of the problem the prospect experiences. How badly do they need or want your service or product? The pain, fear or problem, what is it causing? What is it costing? It is your job to guide them through this emotional journey. Prior to pitching or presenting anything, you must first allow your prospect to fully and completely understand the extent of the problem and the real impact it is having, and will have if not addressed! Visit http://www.sales-seminar.com/workshops.htm to attend a Peak Performance Sales Strategy Conference that details solutions to the problems associated with the existing sales arena Upcoming Online CEO Seminar The Sales Candidate Dilemma: How to Convert the Lackluster Sales person, How to Spot the Top Producer ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ - Are you having difficulty in getting your sales team to continually increase sales? - Is your sales team unmotivated to strive to meet the goals you set for them? - Are you looking to find that sales superstar? Then your attendance at this workshop is a must. This Power Workshop is a comprehensive business seminar for those Business Owners, Presidents and CEOs who want to have a positive impact on their bottom line. Is your investment in your sales team yielding the returns you deserve? Seating is Limited so register early. http://WWW.SALES-SEMINAR.COM/workshops.htm For Business Owners and Sales Managers ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ - Are your sales people suffering from self-limiting beliefs that impede their ability to consistently generate sales? - Do your sales people tell you that their poor sales results are a result of the poor economy? - Do you want to give your sales people the tools to maximize their potential and as such increase your bottom line? - Visit the link below to discover Peak Performance Sales Solutions. Business Owner's Worksheet >> http://www.sales-seminar.com/forowners.htm Has the Sales Superstar Eluded You? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The so-called sales superstar often makes their biggest sale (and sometimes, only sale), when selling himself/herself into the sales position you have available. More often than not your expectation levels are high yet six months later their productivity levels are low. What happened? Read how to find sales producers for your company>> >> http://WWW.SALES-SEMINAR.COM/recruit.htm ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Quick Links... ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ * Home Page >> http://www.sales-seminar.com * Peak Performance Events >> http://www.sales-seminar.com/workshops.htm * Common Problems >> http://www.sales-seminar.com/CUSTOM.htm * Contact Us >> http://www.sales-seminar.com/contact.htm ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ email: information@sales-seminar.com voice: 610 878 9400 web: http://www.sales-seminar.com ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ To unsubscribe go to http://69.13.54.150/mailmailer/others/unsubscribe.3z?liid=5038035&cid=3196&lid=716 powered by MailMailer