Today’s decision makers are busier than ever, many are doing “more” with less.
Fact:
Decision Makers face ever-escalating “unrealistic” expectations to do more, do better, be faster!!!
Many are: Too Busy to: Deal with problems that haven’t YET reached the “crisis stage”
The result?
“The Status Quo.”
WHY the Status QUO?
Because of how, MOST salespeople approach them!
- SP “waste their time”
- May not know the prospects business or the person they are calling on
- Give “product/info dumps”
- Expect the prospect to “intuitively get” THEIR value
- Don’t ask good questions, enough questions, or “tough” questions to discover a compelling reason that the prospect would consider changing from the “status quo” to an improved, impactful solution!
What’s necessary today?
- Every conversation or meeting MUST be well planned and provide HIGH VALUE
- Top SP think about: “How they can help customers improve their business, their results, and solve their problems?”
- Top SP come prepared with a plan that includes an agenda, objectives for the meeting; excellent questions to ask; are prepared to handle objections & put offs; follows a process to ‘qualify” the prospect & determine if there is a “real opportunity.”
Decision Makers prefer to work with EXPERTS…and…people who know their business
- Decision makers: want solid ideas—to make them think; expand their perspectives on what it takes to run their operation/department MORE successfully
- Decision makers care about RESULTS your “tool” delivers to them.
They want to hear about:
*Operational efficiency
*Faster/better response times
*ROI
*Improved Safety
* etc., etc., etc.…….
And, by the way…. You
Need to:
Have A stronger Value Proposition!!!
- Talk outcomes; not just “products”/processes
- Talk results to critical business issues
- Include some metrics/stats
- Refer to client successes
- Use business terminology with Decision Makers not just “engineering or technical speak.”
Ask for a Commitment & Decision in a meeting to see reactions, handle objections and define next steps.
Want to learn more and how to increase your sales, build your pipeline and exceed your quota: Register for our Sales Boot Camp, Wednesday, October 23rd.
Need to discuss a sales issue or an area for improvement? Call us at 630-560-3614
