Do you understand the TRANSFORMATION, your future customers can expect when they work with you

Action Idea:

• Explore your own product and service and list the 10 most important features of your product or service.
• Expand each feature and describe the specific benefits each one offers to your prospects and customers.
• Now ask the “SO WHAT” question about each one.
• By answering the “SO WHAT“ question about your products and services, you are able to unlock “WHAT YOUR CUSTOMER WANTS” namely “POSITIVE TRANSFORMATION”?

As long as you continue to feature dump during sales meetings with prospects and you don’t, communicate what is in it for the customer, your future customers will bring up the PRICE question, very early in the sales meeting.

As long as you are speaking about how your product will serve your customers (What’s in it for me) and not what they do (features), your customers will remain engaged and they will differentiate your product on its merits. They will not need to differentiate your product ON PRICE.

Please list all the differential advantages of your products and services below:

Think about the questions, you are planning to ask during the meeting

You do not ask meaningful questions, which allow you to uncover each specific prospects unique needs and expectations.

1. Each prospect only needs you to align 3 to 5 benefits your product or service offers with exactly what they need.
2. Uncovering these specific benefits requires patience, good listening skills and a desire to be of service.

Action Idea:

• Invest some time over the next six months to work on improving your questioning techniques.
• As you develop your ability to ask meaningful questions, try to get your prospects to speak for at least 80 % of the time in meetings.
• Practice to really listen to what your prospects are saying.
• Repeat your understanding back to them, to ensure you have understood them fully.

We have listed the questions you are planning to ask at your next five prospecting meeting previously.

Please explore the ideas above and ensure that the questions, you plan to ask are still suitable.

List any new or changed questions below:

Connect your Value Proposition to your customers, needs, values and expectations

If you are unable to figure out how to connect your value proposition with your prospects unique needs.

Once you have figured out what you sell and then connected your sales talk with what your customers needs and understands, using the “SO WHAT” conversation. The next step is learning the art of asking meaningful questions to uncover how your product or service will serve each prospect.

Now all that is left to do is to figure out how to connect your value with each specific prospects specific needs, values and expectations. Remember that communication is not you telling your prospects how wonderful your product and service is. Meaningful communication is about connection, engagement and caring.

Action Idea: 

Lose your sales pitch and instead create an engaging process, which is filled with meaningful questions, where you strive to get your prospects to speak rather than listen to your “PITCH”

A sales Pitch is what I refer to as the dialogue of the DEAD.

1. An engaging sales conversation on the other hand is one where you encourage your prospects to be an integral part of uncovering the right solution for them.
2. An engaging sales conversation is one where you do not rattle on incessantly, never asking for any input from your prospects.
3. An engaging sales conversation is one where you listen more and speak less.

Think about your Industry, markets and customers.

Describe below, how you intend to do the following:

• Hold a sales conversation with them
• Ask meaningful questions, spread throughout the conversation
• Connect your Value Proposition, to their needs values and expectations