People love FREE. It’s usually something they want or can use, sometimes not, but people always respond to free. When you are selling into a new account or company you need to provide some value without asking for anything. Free is a great way to do that. I don’t know you. I don’t trust you. But when you offer me something for free I start to think I can trust you and you are looking out for me – which builds trust fast. Make it a free trial, a free demo, a free sample, a free whitepaper, a free study, a free assessment (a real assessment not a sale wrapped as an assessment).
Find something to give away and people will open their doors to you for more sales.
Showing posts with label advantages. Show all posts
Showing posts with label advantages. Show all posts
Thursday, September 10, 2009
Friday, June 5, 2009
Sales Tip: Build Your Sales Case
How many times have you seen a salesperson who can't think of more than one or two good reasons to buy their product? A strong sales case has at least three reasons for every potential objection to your product or service.
If you can't overwhelm prospective clients with great reasons and ideas to buy your product, don't expect them to think of the reasons on their own. It is your responsibility to build a case for your product, not theirs.
Create a cheat sheet of ideas for product and service. Make a huge list of reasons and advantages - then internalize it. Know it well enough it comes to mind easily and instantaneously.
With a strong case you can win almost any deal!
If you can't overwhelm prospective clients with great reasons and ideas to buy your product, don't expect them to think of the reasons on their own. It is your responsibility to build a case for your product, not theirs.
Create a cheat sheet of ideas for product and service. Make a huge list of reasons and advantages - then internalize it. Know it well enough it comes to mind easily and instantaneously.
With a strong case you can win almost any deal!
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