Want A Sale? Create Value For The Prospect

When you make prospecting calls, do you talk exclusively about yourself and your company?

Know what?  The prospect doesn't care a whole lot about that.

To make a sale, know something about your prospect AND how your company or products will be of value to the prospect.

If you're prospecting a business owner, investigate the business on the Internet.  Know who the company is and what you can offer that will be of value: can you help reduce the bottom line (generate more profit), create savings the employees or the company itself (create company benefits) or reduce work time?  Know how your product or services will benefit your prospect.

To make a sale, go into your presentations prepared to answer objections.  Again: Know who the prospect is and what you can offer that will be of value.  Objections from your prospect are simply a way of asking for more information.  Objections indicate an interest in your product or service.  Arrive at your presentations anticipating your prospect's objections and be prepared to turn the objection into a sale.  KNOW how your product or service will be of value to your prospects.

If your sales are down, I bet you aren't providing "value" information to your prospects.  Give this a try and let me know how it works for you!

Comments

[Sadira]

People should read this.