Professional Documents
Culture Documents
15.
Customers are fully cognizant of the plethora of perfectly
adequate choices available to them
16.
Buyers want to work with smart, savvy people who bring them
ideas, insights, and information they deem beneficial
17.
If youre just waiting for them to give you directions about the
next step, theyve already written you off
18.
When you keep it simple, you make it easier for customers to
buy from you
19.
Todays crazy-busy customers want to work with sellers who
know their stuff and bring them fresh ideas on a regular basis
20.
Your prospects perception ultimately determines your sales
success
21.
Without understanding your customers business
environment, challenges and marketplace, you wont get selling
right
22.
key
Your prospects read your emails with their finger on the delete
23.
Trigger events shake the status quo to its core. What was
acceptable yesterday is no longer tolerable
24.
25.
26.
The bigger, costlier, or riskier a decision is, the more likely
your frazzled customer is to stay with the status quo
27.
While the total amount in the budget may remain consistent,
how its allocated can change overnight
28.
Never let the lack of budget stop you. Every single day, in
every single company, people change priorities on how to spend
their money
29.
Dont wait for customers who are ready to buy. Be a sales
initiator and learn how to create opportunities out of thin air
30.
The quickest way to set yourself apart from your competition
and add value to the process is through intelligent questions
31.
Stop thinking about the order and start thinking of yourself as
a business improvement specialist
32.
You need to bring your prospects ideas. insights, and
information from the beginning of your relationship
33.
Dont be afraid to tell your prospects when they are making a
mistake
34.
35.
Be matter-of-fact
36.
To be successful in selling today, you need to be using Sales
2.0 tools
37.
Having frank conversations will help your prospects make the
smoothest, most painless, and fastest decision
38.
While you may dislike talking about risks and concerns, the
failure to bring them up can create significant problems for you
39.
The more data you have that supports your proposal, the
better
40.
41.
Many people are afraid of giving away their ideas before a
contract is signed, but often thats the best way to win business
42.
Jumping on the price-cutting bandwagon before other options
are explored sets a dangerous precedent
43.
When you align your offering with their critical business
objectives, you capture and maintain your prospects interest
44.
When you bring personal value and expertise, you get chosen
over competitors, fight fewer pricing battles, and increase customer
loyalty
45.
When you raise priorities, your sales process goes much faster
and you get the business with less competition
Contact Paul at 07785324611
www.personatraining.co.uk