Start Selling with this Fundamental Truth in Mind!
Posted by Frank Belzer on Thu, Aug 18, 2011 @ 05:52 AM
If you were to ask every prospect what the most valuable thing they possessed was – many would say TIME. Think about how precious time is to all of us, not to mention the busy and often overwhelmed decision maker.
Unfortunately most sales people don’t convert this or use this as a selling tool, quite the opposite. Sales people are often accused of wasting people’s time and in most cases that is the truth – the PowerPoint’s, the brochures, the useless voicemail messages and so on. But what if we took this simple fact – Time to a Decision Maker is their most precious possession and used it to speed up the sales cycle and create urgency?
If Time is so important, then one is compelled to ask:
- Why talk to multiple vendors?
- Why attend multiple demos?
- Why try to build consensus?
- Why not just get it done?
Have you ever considered the concept that many decision makers want to buy that way – they want to just pull the trigger, but sales people won’t let them? Before they get there the sales person says something stupid or alienates the client and now they feel forced to speak with someone else.
Try this – the next time you meet with a DM imagine that he has said this to himself before you meet. “I hope this person can fix my problem, I don’t want to waste time speaking with a bunch of vendors. I just want this person to wow me and then I can get this off my desk and solved. I just want to get back to my work and key responsibilities.”
Now Just Deliver and meet their Expectations!
