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By Robert Swanson
President, DELTA MAX
Reprinted From "DELTA MAXIMS", December 1 , 2003
Great sales calls require both Sensitivity and Creativity - Sensitivity to respond appropriately to honest customer queries, and Creativity to redefine your emerging business relationship into a Consultative mode.
Here are some responses to typical prospecting situations which are proven to work, our Holiday gift to you:
A. (In the beginning of a telephone cold call): “We have expertise in solving many kinds of business challenges, some of which you likely have. Do you want to hang up now or tell me what they are?”
B. (Prospect asks about your products or services prices): “Some of them are expensive, some not. But all of them are a real bargain IF you have the problem they’re designed to solve. Do you? Let’s find out….”
C. (Prospect objects to the price): “You’re right. Our stuff is not cheap. Most good things aren’t. But since the benefits you’ll receive are several times their price, don’t you think that is an excellent value?”
D. (Early in a cold sales phone call): "I can’t be more specific about a solution without knowing more details about your business challenges. Can we meet and discuss them briefly, as soon as possible?"
E. (Prospect stalls, evades, and won’t engage): “In order to help you solve your business challenges, I must know exactly what they are. Can we start by making a list of the most important ones?”
F. (First 5 minutes of an in-person call): “It would be helpful to our business relationship, if you started out by listing your toughest business challenges. Then, I can work with you to solve them cost-effectively.”
G. (Prospect asks you, at the call’s start, to do your presentation): “I don’t have one which covers all the many benefits we might be able to provide for you and your company. I'd rather wait until I understand what your challenges are and why they’re important. Then, I can address only those and not waste your time.”
H. (Prospect insists you tell him about your company before hearing what his issues and challenges are): “I’d really like to, but unless you have the challenges and issues we either specialize in solving or know where you can solve them elsewhere, that’d be a waste of your time. So, you go first, please. I’ll be right behind. “
I. (After you've covered everything): “OK, we have your business challenges and our solutions all lined up, complete with benefits and costs. How do you want to make those solutions happen? “
J. (Despite everything, the Prospect won’t place an order and wants to “think about it.”): “We’ve spent a lot of time here, zeroing in on your challenges. Together, we’ve found ideal, high value solutions from our company to address them. More time will only dim your recollections and understanding. Please decide now! The facts will never be clearer in your mind than they are right now! Let’s either get started, or forget about it.”
Prospects appreciate Creativity, which shows both your intelligence and business expertise. Use it!
Merry Christmas!
Happy Hannukah!
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Copyright © DELTA
MAX. All rights reserved.
Revised: September 04, 2008.
