So, what can you do when your prospect tells you s/he doesn't believe in what you sell? I don't believe in advertising. I don't believe in training.
Well... if you've done a good job fact finding, you'll know what their hot buttons are, and instead of talking about what you do, you'll talk about how you can help them overcome their challenges as it relates to their hot buttons.
Here's another track: Quantify your results.
If you help save time, what would their investment (instead of their cost) represent? If you can save an hour a week per person, and they have 20 employees, that's 20 hours a week. That can translate into half of a full time employee's salary plus benefits.
If you help increase sales, how much more can an average salesperson earn after going through your training? How many salespeople do they have? What's your investment? Now calculate the return on investment. Will they reap two, three, ten, twenty, fifty times their initial investment with you?
Show prospects how working with you translates into dollars for them, and working with you becomes the obvious choice.
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
Monday, December 31, 2007
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