Value Selling

Written by Steve Waterhouse


Continued from page 1

c. Prove it - Assume that you'll be challenged on your assumptions and projections, so be prepared to defend them. Where possible, use number gathered fromrepparttar client's executives.

Step 2. Present it

Here is where you addressrepparttar 139439 fact that buying power moves up in a down market. The same person who authorized a $2M contract last year only has $200K in buying power this year. If you present your big deal to that person, they will be forced to either reject your plan or try to sell it internally themselves. You must identifyrepparttar 139440 real buyer and make your case directly to them. I recommend that you start as high inrepparttar 139441 organization as you can. After all, if you are asking them to reallocate precious funds from one department to another, a department head will not haverepparttar 139442 power you need.

Step 3. Close it!

Big, complicated sales sold to high-level executive can get tied up in delays and shuffled from one person to another. Always remember that you are there to helprepparttar 139443 top dog win and you should never be afraid to let them know that this important project is stalled in middle management. Letrepparttar 139444 CEO be your Roto-Rooter and help you clearrepparttar 139445 clogs in their system.

Obviously, this was an abbreviated version ofrepparttar 139446 Value Selling process, but many of you should be able to get started on it today. Pick one account and make it your goal to make a big value presentation by a given date. Please share your successes with me. I love to hear good news.

For a free copy of "20 Questions That Uncover Your Value", please email article17@waterhousegroup.com and ask for article #17.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139447 following conditions are met:

The complete tag withrepparttar 139448 author's name and contact information is included immediately afterrepparttar 139449 article. A copy ofrepparttar 139450 printed article is mailed torepparttar 139451 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


Sales Lessons From the Election

Written by Steve Waterhouse


Continued from page 1

Before you dismiss this by saying, "My people are team oriented and performance focused," take a few minutes to ask your sales staff how they describe their job responsibilities. Seerepparttar job through their eyes for a minute and confirm for yourself thatrepparttar 139438 vision they have isrepparttar 139439 one that says, "My job is to aggressively grow sales and develop long term client relationships." Make sure that they don't see anything to blame between themselves and a sale. Properly focused sales teams are happier, easier to manage and far more productive than those who playrepparttar 139440 Blame Game.

For a free copy of "The 5 Steps to Keeping Your Sales Team Focused", email article3@waterhousegroup.com and ask for #3.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139441 following conditions are met:

The complete tag withrepparttar 139442 author's name and contact information is included immediately afterrepparttar 139443 article. A copy ofrepparttar 139444 printed article is mailed torepparttar 139445 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


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