What's really different about your company, product or service?

Written by Jim Logan


Continued from page 1

Look for difference in your offering that is tied torepparttar use of your product and service. Your difference is your unfair advantage over your competitors. Another way to look at it is your benefits are what your customer gets from your products or services; your difference gives cause as to why your benefits and solution are unique.

Remember...Difference without benefit is of no value to your customer. Be sure to highlight difference that is recognized by your customers as benefits they are willing to pay for.

Jim Logan is founder of Accelerate Business Group, LLC, a revenue growth company. Accelerate Business Group partners with their customers to build revenue the only three ways possible - getting more new customers, increasing the value of your average sale, and getting more repeat business. Jim can be reached at http://www.jslogan.com.


The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Written by Ari Galper


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He needed to learn to build enough trust with prospects that they would feel comfortable telling himrepparttar truth of their process and their decision making path.

"I totally acceptrepparttar 127099 principles behind what you're saying," Sean then told me, "but I need to know more specifics about what to say and do in a sales situation." Here are some suggestions I gave him:

* Integrate trust-building language into your conversations with prospects so they'll feel comfortable telling you where they are at in their process. For example, saying "Where do you think we should go from here?" invites them to tell yourepparttar 127100 truth, while "Why don't we set up a next appointment to discuss our next steps" givesrepparttar 127101 impression that you're trying to take control.

* Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective, for example, "What specific gates do you anticipate you'll need to go through as you considerrepparttar 127102 proposition of purchasingrepparttar 127103 software to solverepparttar 127104 business issues we discussed?"

* Don't probe or "fish" for prospects' "pain" as part of your sales process. Prospects have learned through long experience thatrepparttar 127105 appearance of caring is usually a verbal ploy designed to moverepparttar 127106 sale forward according torepparttar 127107 salesperson's agenda. Instead, speak genuinely and with sincerity to what you know their core business issues are. You can find out what these are by getting in touch with customers who have already bought your product or service and asking, "What three or four business issues drove your decision to buy our product?" Chances are, your new prospect will be dealing with similar concerns.

Consider these ideas, and try these practical suggestions. They helped Sean feel better about letting go ofrepparttar 127108 old ideas he'd been taught.

Maybe they'll dorepparttar 127109 same for you.

Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide. Visit http://www.UnlockTheGame.com to take a Free Test Drive!


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