To watch the webinar… press the “Play” button to start the video.

1 Comment »

The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

(No Ratings Yet)

 Loading …

No Comments »

Join us for our next free webinar on September 27th at 3:30PM ET and find out how you can help your salespeople sell more in less time!

Bill says this presentation, ““10 Proven Work-Saver Techniques for Winning More Sales”, will provide some answers to three burning questions of selling:

• What goes on in decision makers’ heads when they make a
  buying decision?
• Why is it so hard to make a sale – is there an easier way
  to do it?
• What do decision makers really want?

Again, this is a free event. Join us!
http://www.brooksgroup.com/salesbuzz/signup

No Comments »

This is the want where many salespeople have the greatest angst…the price want. For too many salespeople, having to present price or even anticipating having to present price is the most daunting of all the salespersons’ activities. It doesn’t have to be this way.

All buyers have a price want and that does not necessarily mean lowest price. To the franchisee, for example, it means a sensible price. A prudent price is “proof” that the franchisee’s need for respectability is satisfied. Like most buyers, the price want to the franchisee is a function of value in terms of the four wants discussed previously. Prices are just numbers that can only be meaningful when considered in terms of the value to the buyer…price is actually a component of the value equation.

The price want is one that’s sensible to the buyer (franchisee in this case) that makes sense for what it includes. It’s neither high nor low, but simply prudent. So, focus on building value rather than simply quoting a price, and fearing rejection of it.

Without corresponding value to your prospect, any price by itself invites rejection. And well it should – the primary reason we salespeople exist is to build value – not to hide behind a price.

Submitted by:

(No Ratings Yet)

 Loading …

No Comments »

Using the example of the Franchisee, we explored three of the five wants buyers have:
Primary Want; Product and Service Want; Provider Want. Next, let’s take a look at the Benefit Want.

As mentioned before, to gain the best chance of having your benefit claims believed, position them before you describe them. Use words like:

• Decisions that are obvious
• Take the risk out of decision making

For example, say a benefit you can provide is a “proven process of collection.” To the Franchisee your “proven process” takes the risk out of his decisions (and operations), and provides a system for addressing the collection issue. This puts the Franchisee at ease – he has a system – no risky decisions about what he has to do.

You position your solution by stating you can remove the risk of decision making through your proven process. Simply stating you have a proven process does not satisfy the benefit want; it must be positioned in terms that are meaningful to the Franchisee. Solutions must be presented in terms that are meaningful to the buyer.

So, as you present your solutions, think about how your solution benefits the buyer in his/her world, and position the benefits in terms that are meaningful to your buyer. They are more likely to want your solution.

Submitted by:

(No Ratings Yet)

 Loading …

No Comments »