Dave was asking me for answers.
He was fed up with hitting the wall again and again.
It happens all too often – sales presentations that lead to nothing.
You put in all the time and effort to find your prospects. Talk over the phone. Prepare your material. Attend a personal meeting. Tell your prospect everything they might want to know. Then you hear… “Thanks, we’ll need to think about it.”
At that moment you know you have lost control – and probably the sale.
Has that happened to you?
Recently I was helping ‘Dave’ (my client) to fix exactly that same problem.
Dave and his colleague worked hard to make phone calls, identify the decision makers, and take time to meet them in person. But they couldn’t progress further.
Why?
It shouldn’t have been because of value. The system Dave was offering has been proven over a number of years. They have numerous large clients, some located internationally. And the system would save clients possibly hundreds of thousands of dollars per year – and Dave’s price was a fraction of that value.
So what was their problem?
It was simple. They didn’t have a strategy to make their sales conversations meaningful.
(1) They didn’t ask the right questions that would enable them to remain in control of the process.
(2) They didn’t ask the right questions to identify the value of what their system could do for their prospect. As a result they couldn’t demonstrate why the client should buy.
(3) They spent too much time telling, and not enough time exploring the prospects situation.
(4) They were submitting proposals based on general estimates of how the client would benefit, because they didn’t have specific details.
The answer to this dilemma is to thoroughly plan your sales conversations.
It doesn’t matter if your sales conversations go for 10-minutes or 110-minutes, you need a proven strategy to get you over the finish line and win the business.
If you want to learn how to win more business – and avoid the same problems as Dave – download a complimentary copy of The Assassin Analogy (sales improvement guide). It contains plenty of tips and tools to get you on the right track.
The answer is within your reach.
Dave and his colleague felt relieved. They had the solution. They knew they still had more to learn, and they could now see exactly what they needed to do.