how to help your prospect say "yes!"
DESCRIPTION
The most important sales conversations occur BEFORE the sales meeting. Follow these 4 simple steps to create a powerhouse marketing message that helps your prospect say "YES!" before you've even met!TRANSCRIPT
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How to help your prospect
say
“YES!”
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Before the sales meeting…
1. Talk the customer’s language.
2. Anticipate the questions at every step.
3. Address multiple viewpoints.
4. Help the customer justify the purchase.
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Before the sales meeting…
Talk the customer’s language.
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Before the sales meeting…
Talk the customer’s language.
Before:
Your receivables are one of your largest and most at-risk assets. Credit insurance protects against potential bad debt losses, thus providing a safety net.
After:
Imagine knowing that every time you extended credit terms to a buyer, your organization was guaranteed to receive payment.
What difference would that confidence make to your sales team?
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Before the sales meeting…
Talk the customer’s language.
FeaturesAutomatic kitty litter box.
BenefitsYou save time & effort.
Deeper BenefitsYou won’t be embarrassed that your house stinks when guests come over.
Your cat will be happier and will love you more.
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Before the sales meeting…
Anticipate the questions at every step.
Just window shopping?
Or ready to buy?
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Before the sales meeting…
Anticipate the questions at every step.
Looking for holistic solution to anemia:
Step 1: Maybe I had a problem?• My doctor• Magazine articles• Medical websites
Step 2: Possible solutions?• Blog posts• Online articles• Provider websites
Step 3: Compare solutions• Asked friends• Provider websites
Step 4: Make a decision!
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Before the sales meeting…
Anticipate the questions at every step.
Consulting firm for accounting firms:
Step 1: Are we at risk of losing clients?• Magazine articles• Keynote addresses• Free evaluation tools
Step 2: Possible solutions?• Magazine articles• Webinars• White papers
Step 3: Compare solutions• Case studies• White papers• Statistics• Trade show breakout sessions
Step 4: Make a decision!
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Before the sales meeting…
Address multiple viewpoints.
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Before the sales meeting…
Address multiple viewpoints.
CFO:
• Compliance?• Security?• Cost?• Flexible options?
Office Manager:
• Documentation?• Recycling?• Convenience?
Loading Docks:
• Convenience?• Ease of scheduling?• Time involved?
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Before the sales meeting…
Help the customer justify the purchase.
or
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Before the sales meeting…
Help the customer justify the purchase.
New website…price-conscious CEO
1. Side-by-side comparison of websites of
top 3 competitors
2. Cost-effectiveness of outsourcing
3. Cost of doing nothing vs. benefit of
gaining 1 new customer thanks to the
new website
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Before the sales meeting…
Help the customer justify the purchase.
Customer concerned about price?
• Cost of doing nothing?
• How many new sales to cover the expense?
• More expensive solutions?
• Success stories
• Statistics/ROI
• Payment plan/Financing
• Guarantees
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Before the sales meeting…
1. Talk the customer’s language.
2. Anticipate the questions at every step.
3. Address multiple viewpoints.
4. Help the customer justify the purchase.