The Million Dollar Question Every Salesperson Should Ask Themselves Everyday Part 2
To begin…a quick review of our question.
“What must I do today, to see enough people favorably to share my story, convince them to do business with me, then tell others about their experience”.
Good. Let’s take a look at the last part of the question and address “share my story”. This is the time to share the compelling presentation of why I as your potential customer have to choose you! Let’s face it; you have put a lot of effort to get to this point. It would be a shame to waste it on a poor unprepared presentation…it must be compelling.
Know before you go. If I’m your prospect, what do you want me to know about you? Are you a long standing company in the community? Do you have something no one else has? Are you famous for your great service and delivery? Tell me! Make your presentation a compelling story that will intrigue your prospects to want to know more.
Perhaps the greatest compliment I have ever had regarding a training presentation has been when someone approaches me after a session and says “It is obvious you know your material” The same applies for you and your sales presentation. Before you go to that precious one-on-one time with your prospect know what you are going to say, know what materials you need (brochures, applications, demonstrations) and know what you want from your prospect and how to ask for it…a very nice segue into the next part of the question!
Convince them to do business with me: By the sheer nature of this part of the question you would think this requires great speeches using words like benefits, features, latest greatest and state of the art etc. Actually this could not be further from the truth. While I am not denying the value of the descriptive process, the less said by you at this point, the more convincing you become! What I mean is this is the time to learn about your prospect. They have heard about you now you need to learn about them. You become much more convincing to a potential customer when they know you care, really care. Once you know what matters, then you can present your features, benefits, products and services because now they are ready see what you’re about!
The final key to convincing is to ask the prospect to take action. Convincing is validating choice and asking to take action. What needs to happen for this deal to take place? What are you going to do and what are they going to do? When your prospects begin to act on your requests they are convinced of their choice and take on an entirely different identity. They are no longer prospect…they are customer!
The final part of the question “tell others about their experience” is by far the most overlooked opportunity in my opinion. People will tell others about you if you ask them to. If you have been in sales very long or if you are just beginning, you will learn that referrals are the lifeblood to your sales practice. You must have them to survive. The “tell others” comes in many shapes and sizes depending on your industry and what you are selling, but regardless of this, the concept is the same. Your new and existing customers can be your greatest source of prospects. They can provide your favorable introductions to others. Isn’t that what the million dollar question asks?
So in conclusion, let me ask you, what is the first thing you are going to ask yourself when you get to work tomorrow and the next day and the next? Your demonstrated response daily holds the key to your career. Happy Selling!