Sell Clients on the Way You Work
By Chris Lytle
Ground Rules Produce Fewer Objections
Sell your client on the way you work before you try to sell your product or service. Say something like this for example:
I always make it a practice to bring you ideas that will improve your business. I don't know if you should be using my product or not, but in our first non-decision-making, fact-finding call, I'll share some ideas and success stories. On the second visit, I'll do a needs analysis. If we determine that there is a fit between our product and your needs, I'll present a customized plan for using my product on the third visit. Fair enough? (Change this script to fit your own sales cycle and way of doing business.)
"Hmm," the buyer thinks. "This person has a logical, systematic approach to doing business. She strikes me as more professional than the other salespeople who call on me."
If you can't sell the client on your sales process, you're going to have a tough time selling the client your product or service. Too many salespeople try to take shortcuts. If you try to sell the product before going through the process, you're going to get a lot more objections.
Before every single baseball game begins, the umpires meet with the managers to go over the ground rules of the ballpark. Each park is different. Wrigley Field in Chicago has ivy on the outfield walls, and if a batted ball gets lost or lodged in the ivy, there is a unique ground rule for that situation. It's not in the rulebook. It's a ground rule.
Closing the prospect on the way you're both going to work together establishes some ground rules. If you can agree on the ground rules, there will be fewer arguments or objections during "the game."
© 2007 Apex Performance Systems
CPW-009-009296
Sell your client on the way you work before you try to sell your product or service. Say something like this for example:
I always make it a practice to bring you ideas that will improve your business. I don't know if you should be using my product or not, but in our first non-decision-making, fact-finding call, I'll share some ideas and success stories. On the second visit, I'll do a needs analysis. If we determine that there is a fit between our product and your needs, I'll present a customized plan for using my product on the third visit. Fair enough? (Change this script to fit your own sales cycle and way of doing business.)
"Hmm," the buyer thinks. "This person has a logical, systematic approach to doing business. She strikes me as more professional than the other salespeople who call on me."
If you can't sell the client on your sales process, you're going to have a tough time selling the client your product or service. Too many salespeople try to take shortcuts. If you try to sell the product before going through the process, you're going to get a lot more objections.
Before every single baseball game begins, the umpires meet with the managers to go over the ground rules of the ballpark. Each park is different. Wrigley Field in Chicago has ivy on the outfield walls, and if a batted ball gets lost or lodged in the ivy, there is a unique ground rule for that situation. It's not in the rulebook. It's a ground rule.
Closing the prospect on the way you're both going to work together establishes some ground rules. If you can agree on the ground rules, there will be fewer arguments or objections during "the game."
© 2007 Apex Performance Systems
CPW-009-009296
Visit Chris Lytle's Website: http://www.sparque.biz
More from Chris Lytle:
Related Video Insights
Negotiating: Quick Tips
by Jeanette Nyden
by Jeanette Nyden
No Prescription Without Diagnosis
by Bryan Flanagan
by Bryan Flanagan
Real Estate Ad Call Phraseology
by Tom Hopkins
by Tom Hopkins
Note This Timeless Advice
by Chris Lytle
by Chris Lytle