“The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed”.
Henry Ford
To curtail losing deals, especially when you sell a product or solution that has a large pipelines of deals that close in a short-to medium timeframe, learn these tenets as they will serve you well.
Actions to avoid failure and despair are to:
- Separate the open market into verticals and researching the prospects current or urgent issues.
- Focus on pains/issues in that market space to help the sales person speak of the “latent” issues.
- Define the value proposition clearly as it pertains to the prospects title and job description; relating it in their language.
- Speak of latent or unrecognized issues; not what may be the obvious.
- Paint a vision, be descriptive, and use references to “show the value”.
Constructing messages that will resonate with each prospect, based on their pains and the implications of those problems, is a much more successful approach than the typical “all-about-me-and-my-company” message most prospectors use. It is never easy to do this but there are great tools to help you along your sales journey (free “gifts of Knowledge”). Become a knowledge agent and your sales will explode upwards.
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.