Many sales are actually lost to no decision at all. Most people believe that when they do not get the business, one of their competitors is getting the business, and in some cases this is true. But studies show that between twenty and sixty percent of sales are actually lost to no decision at all. Do not give up, get in there and challenge your prospects to make a decision.
Finding Your Value Wedge
How much overlap is there between what you can provide your prospect vs what your competitor can provide your prospect. Your value wedge is the percent of pie that does not overlap what your competitor can do for your clients. It is the difference between you and your competitor. Don’t focus on the areas that overlap, everyone is doing those things. Salespeople need to focus on the areas that don’t overlap.
Telling Stories with Contrast
Your stories must differentiate you from your competitors, everyone has the boring before stories. The people that are really successful selling tell the before story but also tell the after story. Do not be afraid to link data with emotion. Tell the stories where people were challenging the space that they are working in. Then talk about the change that your solution gave them.
Making the Customer the Hero
There is a hero in every story. If the hero in your story is yourself, first you need to find a much deeper meaning in your life. If the hero is your company or solution, you need to find a new story. The customer is the hero. It is your job to mentor their role as the hero. It is your job to make them succeed and adapt to change to better themselves.
Using Sales Techniques that Involve 3D Props
Nothing tells a story like something tangible. People are not used to seeing props and it spices up a story. Props also serve at a physical reminder and can continue to sell even after you have left the room.
These are some great tips. I like how you mentioned the value wedge and finding where you are different from your competitor. That is something the prospect needs to know. Telling the prospect straight out might not be the best way to do it. Instead you can ask questions about the other companies they are looking into and help them see the differences. You also need to make sure you do not talk bad about competitors, just use different techniques that hopefully show the prospect the difference.
testacr22
These are some great tips. I like how you mentioned the value wedge and finding where you are different from your competitor. That is something the prospect needs to know. Telling the prospect straight out might not be the best way to do it. Instead you can ask questions about the other companies they are looking into and help them see the differences. You also need to make sure you do not talk bad about competitors, just use different techniques that hopefully show the prospect the difference.