4 More Ways To Outsell Your Competitors
It's time to start, stop, or even change some of your sales
techniques. Never be boring!
Here are 4 different ways you can outsell your competitors.
1. Uncover the pain and dollarize it.
Don't do what many salespeople do. Don't limit your focus to the problems you uncover.
Instead, try to quantify the cost of these problems. You want to dollarize the cost of these problems over an extended period of time.
For example, through your effective questioning, you discover the problem you've identified is costing your sales prospect $4700 a month.
Annualized this is $56,400. Spread over five years it adds up to $282,000 and double that $564,000 over 10 years if the problem isn't solved.
Your sales prospect realizes he has a problem. However, I doubt he's ever done the math.
The bigger the problem, dollarized, the greater the need for your solutions.
And there's another benefit in it for you. The bigger the problem the less pressure you'll get on your pricing.
2. Be as different as you can be.
Someone once said, "You can always tell a minister's sins
by the sermons he preaches." I spent a good chunk of my corporate life trying to blend in. Sure I worked hard and focused on achieving results.
When I think about this, it makes me itch.
I didn't consider the relative importance of differentiation and personal branding until I became an entrepreneur.
Don't go through your sales management and sales career being satisfied with blending in with everybody else in your company.
Standout! Take risks! Have the courage to try things and do things you've never done before.
Sidebar: I cover this in considerable detail in my Sales Trailblazer Sales Training Program - Lesson #7 - The Brand Called You.
3. Do whatever it takes to make your sales proposals sizzle.
Whenever I do corporate sales training programs I always ask the group if they do quotations.
It's been my experience that most people say "Yes."
I usually follow up and ask the group "Why are you doing quotes?"
The answers to this question generates a lively discussion.
Here's what I think. Don't do quotes, because when you send a quote you're usually just sending a price.
Try doing sales proposals. The bigger the better. You want to sales proposal to scream, "We care about you." You want your sales proposals to scream "We want your business."
There are so many things you can include in a sales proposal. Here are just a few:
Create an organization chart with pictures.
Include customer testimonial quotes.
Include a list of your happy customers.
Include a benefits page which describes all the benefits of doing business with you and your company.
Lesson #16, in The Sales Trailblazer Programs offers the specifics how how to do effective sales proposals.
4. Get the commitment.
Before you ask your sales prospect for his commitment to buy your product or service, you have to make sure you've done your homework.
Did you ask the right questions?
Did you ask enough questions?
Did you uncover the pain your sales prospect is experiencing?
Did you dollarize this pain?
Did you deliver a personalized and tailored presentation based on what the sales prospect told you?
Did you emphasize the benefits of your products?
Did you add value, dollarized value, throughout your sales presentation?
Did you effectively deal with the price objection, if your sales prospect brought it up?
This is a partial list of priorities you must deal with before you can ask for your sales prospects commitment.
It's easy to outsell your competition if you work hard at it.