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!

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<ul><li> 1. How to help your prospect say<br />YES!<br /></li></ul> <p> 2. Before the sales meeting<br />Talk the customers language.<br />Anticipate the questions at every step.<br />Address multiple viewpoints.<br />Help the customer justify the purchase.<br /> 3. Before the sales meeting<br />Talk the customers language.<br /> 4. Before the sales meeting<br />Before:<br />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. <br />Talk the customers language.<br />After:<br />Imagine knowing that every time you extended credit terms to a buyer, your organization was guaranteed to receive payment.<br />What difference would that confidence make to your sales team?<br /> 5. Before the sales meeting<br />Features<br />Automatic kitty litter box.<br />Benefits<br />You save time &amp; effort.<br />Deeper Benefits<br />You wont be embarrassed that your house stinks when guests come over.<br />Your cat will be happier and will love you more.<br />Talk the customers language.<br /> 6. Before the sales meeting<br />Just window shopping?<br />Anticipate the questions at every step.<br />Or ready to buy?<br /> 7. Before the sales meeting<br />Looking for holistic solution to anemia:<br />Step 1:Maybe I had a problem?<br /></p> <ul><li>My doctor </li></ul> <p> 8. Magazine articles 9. Medical websitesStep 2:Possible solutions?<br /></p> <ul><li>Blog posts </li></ul> <p> 10. Online articles 11. Provider websitesStep 3:Compare solutions<br /></p> <ul><li>Asked friends </li></ul> <p> 12. Provider websitesStep 4:Make a decision!<br />Anticipate the questions at every step.<br /> 13. Before the sales meeting<br />Consulting firm for accounting firms:<br />Step 1:Are we at risk of losing clients?<br /></p> <ul><li>Magazine articles </li></ul> <p> 14. Keynote addresses 15. Free evaluation toolsStep 2:Possible solutions?<br /></p> <ul><li>Magazine articles </li></ul> <p> 16. Webinars 17. White papersStep 3:Compare solutions<br /></p> <ul><li>Case studies </li></ul> <p> 18. White papers 19. Statistics 20. Trade show breakout sessionsStep 4:Make a decision!<br />Anticipate the questions at every step.<br /> 21. Before the sales meeting<br />Address multiple viewpoints.<br /> 22. Before the sales meeting<br />CFO:<br /></p> <ul><li>Compliance? </li></ul> <p> 23. Security? 24. Cost? 25. Flexible options?Address multiple viewpoints.<br />Office Manager:<br /></p> <ul><li>Documentation? </li></ul> <p> 26. Recycling? 27. Convenience?Loading Docks:<br /></p> <ul><li>Convenience? </li></ul> <p> 28. Ease of scheduling? 29. Time involved?</p>