Show Your Clients the Money!
Show Your Clients the Money!
Ask Clients if Their People, Processes or Budget are Causing Their Biggest Issues This question will help your customer pinpoint where their biggest challenges exist and you can begin to develop a plan to resolve the situation together. In today's economy executives need your help to discover the financial justification behind their decision to work with you - for themselves and their board. They want to be confident they are doing the right thing. And if you can show them the money, you'll close the business.
So, now's the time to master financial questioning with your clients. And you don't have to have a Masters degree in accounting like I do to do it!
One IT seller I was working with couldn't get his prospect to close even though the prospect's computer system crashed twice a month like clockwork. The prospect felt the pain for the multiple hours the system was down, told the seller he really wanted to fix it, but couldn't bring himself to open his wallet to do it. It just wasn't in his budget and business was too slow.
In good conscience the prospect didn't feel it made good business sense to invest in fixing a problem that only happened a few times a month.
With my coaching the IT seller worked with his prospect to identify the impact the downed computer system was having on his business. He questioned his prospect about:
Revenue his business wasn't able to generate when the system was down
Customer dissatisfaction when they couldn't schedule appointments
Duplicate work that occurred across the staff
Lost invoicing when the system didn't recover properly
Employee dissatisfaction when they couldn't do their jobs and had to work overtime
The seller examined every financial impact he could think of that the downed system was having on his prospect's business. He helped his prospect realize that the status quo really was costing his business much more than a consistent service contract would! When the prospect saw all the money he was spending, he signed immediately.
This seller didn't need an accounting degree to ask financial questions and show his prospect the money. So how can you do it with your opportunities?
Think about all the issues resulting from your prospect's business issue and the impacts they could have on his business
Use your questioning skills to help the prospect determine which impacts are important to him
Document your findings in your proposal to provide your prospect the financial return he needs to justify and sell his decision internally
Now you can show your prospects the financial gain they'll get by moving forward with your recommendations. You'll find yourself selling in spite of the current economic environment, and your client's business will reap the rewards.
Show Your Clients the Money - To learn more about this author, visit 's Website.
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Are you wondering how to close those opportunities lingering in your funnel? While these are admittedly challenging times for many, I still see lots of sales being made. So what're those sellers doing differently? They're showing their clients the financial justification behind their decisions.
Ask Clients if Their People, Processes or Budget are Causing Their Biggest Issues This question will help your customer pinpoint where their biggest challenges exist and you can begin to develop a plan to resolve the situation together. In today's economy executives need your help to discover the financial justification behind their decision to work with you - for themselves and their board. They want to be confident they are doing the right thing. And if you can show them the money, you'll close the business.
So, now's the time to master financial questioning with your clients. And you don't have to have a Masters degree in accounting like I do to do it!
One IT seller I was working with couldn't get his prospect to close even though the prospect's computer system crashed twice a month like clockwork. The prospect felt the pain for the multiple hours the system was down, told the seller he really wanted to fix it, but couldn't bring himself to open his wallet to do it. It just wasn't in his budget and business was too slow.
In good conscience the prospect didn't feel it made good business sense to invest in fixing a problem that only happened a few times a month.
With my coaching the IT seller worked with his prospect to identify the impact the downed computer system was having on his business. He questioned his prospect about:
Revenue his business wasn't able to generate when the system was down
Customer dissatisfaction when they couldn't schedule appointments
Duplicate work that occurred across the staff
Lost invoicing when the system didn't recover properly
Employee dissatisfaction when they couldn't do their jobs and had to work overtime
The seller examined every financial impact he could think of that the downed system was having on his prospect's business. He helped his prospect realize that the status quo really was costing his business much more than a consistent service contract would! When the prospect saw all the money he was spending, he signed immediately.
This seller didn't need an accounting degree to ask financial questions and show his prospect the money. So how can you do it with your opportunities?
Think about all the issues resulting from your prospect's business issue and the impacts they could have on his business
Use your questioning skills to help the prospect determine which impacts are important to him
Document your findings in your proposal to provide your prospect the financial return he needs to justify and sell his decision internally
Now you can show your prospects the financial gain they'll get by moving forward with your recommendations. You'll find yourself selling in spite of the current economic environment, and your client's business will reap the rewards.
Show Your Clients the Money - To learn more about this author, visit 's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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