One of my new coaching clients contacted me because they were having great difficulty in closing the sale and wanted help.
He was great at making appointments but his conversion rate from appointment to sale was really low.
He blamed the quality of the leads, he blamed the lead providers. He said he would be brilliant if only he had more quality leads.
During our discussions I discovered his telephone skills were really good but once he got to the appointment, here's what happened;
He became complacent. Because he had the appointment he thought he could just "show up" and "throw up".
In other words, because the decision maker had agreed to see him he thought they must be really interested and all he had to do was show up and present his product.
WRONG!
The secret is continual emphasis on relevance.
You may have a number of products and all of those will have certain features.
You need to know which ones are relevant to your prospective client.
To do this you must engage in conversation and ask questions, then you can present a relevant solution which meets the exact needs of your client.
Have a look at this Moai 3: Trade Mission Collector's Edition article for more on tips on questioning
Your client is only interested in "What's in it for me" They don't want to hear about everything in your armoury.
So here's what to do:
After you have carried out the questioning part of your sales process and discovered your clients;
Present Situation
What they want to achieve ideally
The challenges that are stopping them from achieving their ideal objective
The Impact of those challenges, including the emotional and financial impacts.
The Benefits of change
Recap on the information that you have gathered. This gives your client the opportunity to hear it Moai 3: Trade Mission Collector's Edition Game Download Free all again and confirm that what you have recapped is what they actually said.
Then AND ONLY THEN start to present your solution.
It is important to raise interest at the beginning of the sales presentation but this must be maintained throughout the meeting.
Again&[censored] ip;&[censored] ip;The secret is continual emphasis on relevance.
The only thing relevant to your customer is the answer to his question 'what's in it for me?'
The answer to this question must of course, always be A BENEFIT
What doesn't Moai 3: Trade Mission Collector's Edition seem to be so obvious is that a benefit is not the same as a feature.
FEATURES are what companies put into their products/service. What a customer buys is not the feature itself, but what the customer gets out of it.
These two are linked by Moai 3: Trade Mission Collector's Edition Game Download Free the ADVANTAGE
Let's look at an easy way of remembering this:
F.A.B.
Feature - what it is
Advantage - what it can do
Benefit - matches the need of the customer
This can be presented to the customer in the following way:-
Start by restating the NEED. This will help you to keep the FAB statement relevant.
This is what it is - Feature
This is what it can do - Advantage
Which means that - Benefit?
Example
Customer Need
"We've paid too much money over the years trying to maintain a poorly installed roofing system on the business properties that we rent out. One of our buildings is the Headquarters of a national manufacturing firm"
"They are furious when the roof leaks and are threatening to cancel their rental agreement with Moai 3: Trade Mission Collector's Edition Game Download Free us. This is our largest tenant and if they terminate their contract our profits will be affected to the tune of 40%. It could be months before we find another tenant of their size and stature"
Feature
Our AllWeather solution uses a high density coating and has a warranty of 40 years
Advantage
AllWeather sticks to all surface imperfections , seals all cracks and crevices and prevents any leakage. (This addresses the problem)
Benefit
This will ensure that your tenants will be satisfied that their factory will be free from leaks and will withdraw their threat of cancelling their contract with you. Which means that you won't have to spend time and money looking for another tenant.
We will provide Moai 3: Trade Mission Collector's Edition you with a certificate of warranty that you can show them to satisfy their requirements.
At the same time this will allow you to increase profitability by lowering your previous maintenance costs. (This addresses the impact of the problem)
Things to remember:-
Sell only the benefits that relate to Moai 3: Trade Mission Collector's Edition Game Download Free your customer's problems/gaps or interests.
Make sure that when you present the benefits of your product or service that you include, how the benefit addresses the emotional and financial impacts.
Have your proofs ready at hand to support the statements you have made. Testimonials, Case studies, Data, are all very powerful in substantiating your claims
Presenting the solution as we have called this part of your process, is the point at which you match your clients' problems, gaps etc. with your solutions.
Therefore you should now be able to see why the questioning section is so important. Read more tips on questioning
Unless you identify your clients' situation, problems and gaps and impacts, it is impossible to match your solutions successfully.
Going back to my coaching client, it was nothing to Patients Can Feel Confident About A Hip Lawsuit If They Hire Quality Representation do with the quality of leads or his ability to close. It's all in the questioning and presenting the relevant solution.
Please leave me a comment below, sharing your thoughts on sales conversations, good and bad. Sharing is how we all improve.
Find A Way and be the Best You Can Be
Dylis
Email: dylis@dylisguyan.com
Dylis works with B2B business owners and Professional Sales People, to help Moai 3: Trade Mission Collector's Edition them attract more prospective clients and convert them into high paying clients who give repeat and referral business. She shows Your Guide To More Family Time business owners how to sell in a professional, transparent and authentic way. Her clients want to know how to to attract a consistent, steady flow of ideal clients without having to work so hard. She shows them the What, Why and How with proven, undiluted, step by step strategies on exactly how to get those high paying clients. Because of this those who work with Dylis get more clients in record time and make more money than they ever would on their own. Never be short of clients ever again! Go to www.DylisGuyan.com and download your FREE 21 Sure-Fire Ways to Find Your Ideal Client.
Dylis works with B2B business owners and Professional Sales People, to help them attract more prospective clients and convert them into high paying clients who give repeat and referral business. She shows business owners how to sell in a professional, transparent and authentic way. Her clients want to know how to to attract a consistent, steady flow of ideal clients without having to work so hard. She shows them the What, Why and How with proven, undiluted, step by step strategies on exactly Moai 3: Trade Mission Collector's Edition how to get those high paying clients. Because of this those who work with Dylis get more clients in record time and make Moai 3: Trade Mission Collector's Edition Game Download Free more money than they ever would on their own. Never be short of clients ever again! Go to http://www.DylisGuyan.com and download your FREE 21 Sure-Fire Ways to Find Your Ideal Client.
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