How to Approach Prospects |
Greetings!
Prospects don't talk to salespeople when: - The salesperson sounds like they're selling a product or service the customer already has.
- The customer views the current purchase as "good enough" when it comes to price, quality and service.
To put it another way, even if the prospect isn't 100% satisfied, they won't meet you unless you improve their situation. Salespeople who make fluffy claims about being better are also ignored because insubstantial promises aren't believable. You get more meetings when you: - Avoid trite cliches like "great price, great quality, great service."
- Tell a story to demonstrate your difference.
- Be specific because specific sells.
If the customer sees value in your benefits and understands why you're different, you'll earn the meeting.
Linda BishopThought Transformation, Inc. |
6 Reasons to Improve Cross-Sell/Up-Sell Skills
- Increasing the size of a transaction grows sales.
- It's easier to sell because the customer is already buying.
- The more customers buy from you, the more connected they are.
- In a rapidly changing world where you add new products and services, you'll be more profitable when you quickly convince current customers to try additional offerings.
- Mastering cross-selling and up-selling gives you a competitive advantage.
- When customers buy more from you, they perceive you have more value because you make their life easier.
This is topic for the second session in the "Relationship-Building Strategies" Webcast." This session is titled "The Easy Way to Sell."
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