October 14th, 2011 David Finkel (Taxloopholes.com Advisor)
First, a little background:
Here are 7 proven tactics to apply this knowledge to close more sales. This list is not meant to be exhaustive, but rather to get your brain warmed up and thinking of the best solutions to sell more of your product or service!
You: “I understand Mr. Prospect… it’s important to keep an accurate eye on the real cost of any solution you use and there is a real cost to change that you’d have to factor in to make sure you make the soundest decision for your company. I both respect that view and echo it. May I ask you a few questions just so we can get clear on all the cost factors, both of switching over and the short term and long term costs of staying with your past provider?”
“Tell me more about that Mr. Prospect… You mentioned that you feel like you’re tied in with your current vendor, may I ask you a few questions to better understand your dilemma…”
“I understand that you can’t do anything that doesn’t fit your budget. Let me ask you Mr. Prospect, if we were able to find a way to solve that challenge and make this fit your budget, is there anything else that would stand in your way of owning this widget today? Are you sure? Great. Let’s put our heads together and see if we can work together to solve this challenge…”
Prospect: “I can’t afford your product.”
You: “I understand Mr. Prospect that right now it would be very hard for you to afford our product. Quite frankly, that’s why it’s so critical for you to own this product Mr. Prospect, you literally can’t afford NOT to have it… Imagine for a moment Mr. Prospect what it would cost you if you had an accident out in the middle of no where and had to pay to have your car towed for 100 miles at $20 a mile, what do you think that would cost you? That’s right $2,000! Doesn’t it make sense that $95 a year of “insurance” for your membership would be a lifesaver in that situation?”
E.g. Credibility Issues
–Build in credibility boosters into your pre-selling process
–Improve your scripting to insert Marquee Client stories
–Upgrade your sales collateral to show REAL USERS and their satisfaction
–Set the sales stage better (upgrade your office, dress more appropriately, etc)
–Leverage referrals and introductions for the “Halo Effect”
E.g. Pricing Issues – Your product is more expensive UP FRONT then your competitor(s)
–You introduce the term of “Real Cost of Operations Over 5 Years” so that you have a better frame to show how your product is MUCH less expensive over 5 years
–Have a scripted “Question Cascade™” designed to help them reach this conclusion step-by-step themselves with you restating their discovery (vs you telling them)
–Have a compelling VISUAL way to reinforce this frame of reference
–KEY: YOU bring up the price issue BEFORE they do!
I hope that today’s ideas on how to use these 7 sales tactics helps you increase your sales.