Whether a prospect says it to your face, behind your back or simply thinks it, your offering is subject to . . .
How is this better?
What’s the difference between this and your competitor’s offering?
What’s the difference between this and simply doing nothing?
And perhaps even a “So what?” or three!
Here are 3 things you can do to get your prospect off the fence.
1) Say It First: By far one of the most overlooked opportunities in sales. Take a good look at everything your product, service and even “YOU” do. Now, stop listening to that voice in your head that tells you “everyone does that” and consider telling it to your prospect! Why? Because everyone might, in fact do those things, but do they tell prospects about it? The concept here is that if you are the first one to make it an actual selling point.
Perhaps you can tell your prospect about the meticulous process used in creating your widget or the extensive training your tech team undergoes on a regular basis.
Note: Sometimes we get so caught up in trying to find huge differences to present, that we miss small differences along the way. Stack a few small differences on top of each other and they add up real quick!
2) Say It Better: Think about all the intangibles you offer and then find a way to make them more tangible. Progressive Insurance does this brilliantly with all those boxes on the shelves representing their insurance products. Gold Star to NAPA Auto Parts for using a can that reads “NAPA Know How” to illustrate their extensive experience. And hats off to a sales manager I worked for who used to bring “props” to illustrate things like our insurance, our training, our quality.
Another way to say it better is to prove what you’re saying with “evidence”.
How about illustrating your selling points with a good story?
3) Say It Exclusively: Is there something that only your company can say? Is there something unique about your product or service? Think hard . . . could there be even a tiny thing that only you can say that could make a difference?
I worked for a company who was the ONLY company who insured their franchise owners for 30 million.
I worked for a training company who was the only company at that time who had trained over 8 million participants.
I have a client who is the only one with a particular printing capability for 300 miles.
I saw an H&R Block ad that mentioned that they had serviced over 500 million people.
One final note about presenting a difference.
I’m not suggesting, for one minute that you spew these things like some leisure suit wearing power closer from the 70’s.
All of these techniques should be worked into a presentation that is addressing needs uncovered during your needs analysis.
Now get out there and demonstrate your difference!
The Deadline Is Here
Have you signed up for our How To Take BETTER Control Of Your Opportunities program?
It all starts TOMORROW, on a computer screen near you!
It’s a 2 session mini course where you can attend live, or view the replay and go at your own pace.
Session I is tomorrow, August 10th at 11:30 am EST and Session II is on August 17th at 11:30 am EST.
Here’s what you’ll gain by joining us;
- The one question you MUST ask the minute you set the appointment.
- The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
- A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
- 12 tactics that safeguard your deal from obstacles, stalls and objections.
- 5 Types of questions (with examples) that jump start your prospect’s emotions while forging your credibility.
- How to disqualify competitors WITHOUT badmouthing them.
- The one question you MUST ask BEFORE presenting your solutions.
- 3 things to include in your proposals that your competitors WON’T!
- How to keep the discussion from going prematurely to price.
- 12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
- How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
- 3 psychological techniques that work like a charm.
- A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
Here’s What You’ll Get . . .
(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
Webinar Replay (Always Sent Immediately After Each Session)
(2) Sets of Worksheets
Templates
A reinforcement email after each session with additional ideas.
What’s The Investment?
$199
Click HERE to secure your spot in this program. And you better hurry because;
The Deadline Is Now!
Registration is about to end so if you’d like to join us, NOW would be an awesome time to click HERE to secure your spot!
