Are you still selling benefits? Do you want to increase sales? Then consider selling sustainable solutions that deliver measurable sales results.
For years, sales gurus focused on selling positive benefits. This was a commendable sales skill approach. However, the market has changed with so many companies having similar positive benefits.
To work with this change, now is the time to start selling measurable results that are directly tied to your sustainable solutions. Sales Coaching Tip: Sustainability is a value-added concept. Lots of people sell solutions, but far fewer sell sustainable ones.
To be able to take this new sales skill approach, you, as the sales professional, must know the results that your products or services deliver. Then, you must be able to directly tie these results back to your potential customers also known as a qualified prospect. Sales Coaching Tip: When you change how you think about things, the actions you take will change as well. Does not potential customer sound a whole lot better than qualified prospect? Would your actions be different by thinking differently?
At this time, all of those testimonials that you have collected now come into play. You do have those accolades from your customers, don't you? Sales Coaching Tip: Part of your sales skills should always include a request from you to your customers to share their experiences specific to your products or services in the form of a written document.
Within my business coaching training practice, I have customers who rave about my solutions from Triage Business Planning to executive coaching. These solutions are sustainable because of what my clients are willing to share. Sales Coaching Tip: Consider putting together a "Brag Book" of all testimonial letters that you either leave in your waiting room and take with you on sales calls. Third party words reinforce your sustainable solutions far better than your own words.
As a sales professional, you should be able to quickly determine return on investment which is a sustainable solution depending upon your target market. Actually, I have several that I can use because I have done the research as to productivity and time management.
If you wish to increase sales, then begin to demonstrate sustainable solutions to your potential customers (qualified prospects). Take the time to refocus your marketing messages and watch your sales explode.
Increase Sales by Selling Sustainable Solutions that Deliver Measurable Results instead of Benefits - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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