People buy for their reasons, not yours. This article covers the key elements that prospects want to hear you talk. Always, but especially during the lean times, effective sales professionals know the importance of communicating value. Budgets? if it ever were discretionary? are stricter. Business guests are asked to do more with less. Decisions are increasingly where the money and spend more on why we should spend the money. The value is the customer perception of value, excellence, usefulness or relevance to them or their business.
Address Customer Relationship question, “What can this person or company for me?” Even spending time on the phone you must return something of value to the customer. Must initially and continually earn the right to the customer invest your time and money with you. Position value explicitly answer these questions throughout the sales cycle: how much? (What the customer can expect to get when doing business with you, in terms of increased sales, lower costs, etc?) How soon? (When the client may receive the value? This is a critical issue in today’s economy.) How safe? (Where is the proof that the client in the attainment of the declared value? References and examples are critical.)
How to answer these questions for each of your potential customers? If you do not have the answers, expect resistance. If you have the answers and the solution is directly linked to the articulated needs of your client, you will succeed even in these difficult times. Representatives of success to tell their clients what is the value for them? customers should not have to work to resolve it themselves. If not explicitly quantify the value of your customers can expect to receive, and your competition may be doing this job for his client, who will win the business?