Explore your own sales process and consistently look for ways to “WOW” your customers and they will become raving fans, who will never leave and more importantly, every customer becomes a sales resource as they refer you to others or record video testimonials for you.
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Do you understand the TRANSFORMATION, your future customers can expect when they work with you
Action Idea:
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:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
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.
Action Idea:
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:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
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.
Think about your Industry, markets and customers.
Describe below, how you intend to do the following:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.