Compelling Reasons for Your Salespeopole to Go Mobile

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Good Sales Managers know how important it is for their salespeople to uncover needs.

But it goes way beyond needs.

As I detail in Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, it requires that your salespeople learn about their prospects' compelling reasons to buy. Not just their needs. The issues, problems and frustrations - and even the consequences - that would cause them to spend money and spend it with your company, instead of your competitor.

But it goes well beyond compelling reasons.

After your salespeople have learned about those compelling reasons, they must go mobile. They should take those compelling reasons - along with them - to create urgency. Those compelling reasons are utilized again in the context of whether the prospects will spend the necessary money to solve their problems. They are used yet again to gain commitment, and for a final time in a proposal or presentation.

If your salespeople begin a sales call with a presentation or demo, or even qualification, is it any wonder they convert so few of their opportunities?

Here's an example from a coaching call last week:

Selling an HR Solution to a VP of HR.

Their problem was that the company couldn't get any momentum going.

The consequence was that the problem was costing hundreds of thousands of dollars per year.

The compelling reason is that the problem was causing enough anxiety so that the VP couldn't sleep at night for fear of losing his job.

So let's take the compelling reason mobile!

What follows here are just three key questions that utilize the mobile compelling reasons at various points in the sales process. There could be an hour or more of dialog surrounding these questions:

Commitment (Between 2nd and 3rd Base): "So how committed are you to fixing the problem so that you can feel like your job is secure and get back to sleeping at night?"

The Spend (Between 2nd and 3rd Base): "Are you willing to invest around $50,000 over the next 8 months to solve your $600,000 problem, regain your job security and get your life back?"

Presentation (Between 3rd Base and Home): "In order to solve the $600,000 problem, regain your job security and get your life back, here is what I recommend that we do together. First, let's talk about how we will address the $600,000 problem..."

So as you can see, compelling reasons are mobile solutions!

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Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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