Knowing exactly how your product or service will change or improve your prospective clients’ business or life puts you in control of your sale, so this becomes a very important point indeed.
There are eight ways to change or improve your prospective clients business and/or life, these are as follows:
1. Save the client money and lower their costs: This is a very important issue for every person. Ask yourself the question; “If I had a little more money, what would I do with it?” Immediately, I have your attention! Once you have figured out how to save the prospective client money or lower their costs, ask them a question such as “When your costs are lower, how will this change your company?” Get them to tell you all about this from their point of view, and then note it down for your use later as an important reason for them to go ahead and sign the contract.
2. Make the client more money: This goes with point number one If your products or services can lower their costs and help them make more money, people are very interested. Once you have figured out how to make the prospective client more money, ask them a question such as; “When your revenues are higher, how will this change the operation of your company?” Get them to tell you all about this from their point of view. Then note it down for use later as an important reason for them to go ahead and sign the contract.
3. Save them time: This is a very highly sought after item by the majority of people. If you can save them time, you will automatically save them money. Ask yourself “If I had a little more time each week, what else could I accomplish?” You will immediately see how saving time and money correlate.
Once you have figured out how to save the prospective client time, ask them a question such as; “How will having this much more time, help you and your company?” Get them to tell you all about this from their point of view and then note it down for your use to help close them later on.
As a tip, “spending more time with family” comes up very high on our surveys.
4. Improve their productivity or efficiency: If you can help a person, an entire team or company to be more efficient, they get very interested. Once you have shown the prospective client how your products or services will increase their productivity and/or efficiency, ask them a question such as: “How will this improvement change your company?” Again, get them to tell you all about this from their point of view and then note it down for your use later on, as an important reason for them to go ahead and sign the contract.
5. Help an individual or a company to achieve their goals: Goals are very important and a definite focal point for both individuals and corporations. If your product or service can help an individual or company achieve their goals, they get interested, so it is very important to figure out how your product or service can do just that and then make that clear to your prospective client.
Once you have shown the prospective client how your products or services will help them achieve their goals, ask them a question such as; “How will this improvement change the future of your company?” Get them to tell you all about this for your use later as an important reason for them to go ahead and sign the contract.
6. Solve a major problem for an individual or company: One of the best ways to gain a prospective clients’ interest is to find a major problem they have their attention on that will be solved with a product or service that you offer. The more you can know about the problem and why it is causing them such pain and the more you can articulate exactly why your products or service will rectify the problem and the pain, the more effective you will be at being able to close the deal.
Ask the question; “How would your company change if you did not have to deal with this problem?” Get them to tell you all about this from their point of view and use that information late on to get the signed contract.
7. Support an existing project within the company: Many companies have projects that are strategically important for them to complete. If you can align your product or service with a strategically important project, you will be able to gain support for your sales contract much easier. Again, you must ask a question such as; “How will my product or service improve or support your project?” Get them to tell you all about this from their point of view and use it when you move in for the close.
8. Play an important support role in their company strategy: Companies have short, medium and long term strategies that your product or service may be able to support. Figuring out how your product or service aligns with and supports their company strategy is a great way to gain support for your sales contract. Ask a question such as; “With the support my products and services will provide, how will this improve your company strategy?” Get them to tell you all about this from their point of view and use it later to help facilitate the close.
The key is to establish how some or all of the above ways apply to each of your prospective clients. It is also vital to create an overwhelming compelling case for your products and services and the way to create this case is by getting information from your clients’ point of view by asking key questions shown in the above examples. The value of this includes the fact that you are getting the client to see for himself how your products and services will help them (without you having to tell them). Then you can utilize this information later to support the approval of your contract.
Eliminate the power of prospective clients’ objections: Prospective Clients can’t argue with their own reasoning behind wanting your product or service. Using the above eight ways, find out why the prospective client should buy from you from their point of view and eliminate the Power of Objections the prospective client presents. The prospective client can always disagree with the reasoning of the sales person. They can’t disagree with themselves!
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