Who
could resist this snow cone (or sunglasses) on a hot and sunny day?
The
most successful salespeople have discovered the benefits of articulating the
“so what” factor…the negative consequences of not buying and the positive
impact of buying.
Sometimes
clients get bogged down in the sales process to the point where they struggle
to make the final decision…even though they feel it is the right decision. They
just need some urging in the form of answers to the “so what” question.
Value selling training consultants have come up with five simple ways to craft the
final sales pitch and tip the scales in your favor:
- Finances: Figure out the financial impact. What does it look like in dollars if they don’t buy?
- Alternatives: Compare working with you to working with others. What benefits can you provide that the competition cannot?
- Emotions: Describe any emotional advantages. Will your client enjoy working with you or perhaps gain more time with his family because of the time your service saves?
- References: Reference a similar situation. Some clients are persuaded by hearing of a client similar to them who was helped by your product/service.
- Take it Away: Paint the opposite picture. What will happen if they do not buy from you?
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