How to help your prospect say "YES!"

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Post on 18-May-2015

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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

  • 1. How to help your prospect say
    YES!

2. Before the sales meeting
Talk the customers language.
Anticipate the questions at every step.
Address multiple viewpoints.
Help the customer justify the purchase.
3. Before the sales meeting
Talk the customers language.
4. Before the sales meeting
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.
Talk the customers language.
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?
5. Before the sales meeting
Features
Automatic kitty litter box.
Benefits
You save time & effort.
Deeper Benefits
You wont be embarrassed that your house stinks when guests come over.
Your cat will be happier and will love you more.
Talk the customers language.
6. Before the sales meeting
Just window shopping?
Anticipate the questions at every step.
Or ready to buy?
7. Before the sales meeting
Looking for holistic solution to anemia:
Step 1:Maybe I had a problem?

  • My doctor

8. Magazine articles 9. Medical websitesStep 2:Possible solutions?

  • Blog posts

10. Online articles 11. Provider websitesStep 3:Compare solutions

  • Asked friends

12. Provider websitesStep 4:Make a decision!
Anticipate the questions at every step.
13. Before the sales meeting
Consulting firm for accounting firms:
Step 1:Are we at risk of losing clients?

  • Magazine articles

14. Keynote addresses 15. Free evaluation toolsStep 2:Possible solutions?

  • Magazine articles

16. Webinars 17. White papersStep 3:Compare solutions

  • Case studies

18. White papers 19. Statistics 20. Trade show breakout sessionsStep 4:Make a decision!
Anticipate the questions at every step.
21. Before the sales meeting
Address multiple viewpoints.
22. Before the sales meeting
CFO:

  • Compliance?

23. Security? 24. Cost? 25. Flexible options?Address multiple viewpoints.
Office Manager:

  • Documentation?

26. Recycling? 27. Convenience?Loading Docks:

  • Convenience?

28. Ease of scheduling? 29. Time involved?