What does your business really sell?
As a sales communication specialist, I ask this question in the very first segment of my seminar and inevitably I get the same answer- the product or service that the company offers.
I then give my inevitable response,” Wrong.”
I then get the inevitable stares of disbelief from the attendees..
If your answer to this question was also the product or service you sell, then I expect that a stare of disbelief is also crossing your face as you read this.
This question is the very first element of the customised sales communication system training and is designed to get the salesperson really thinking about what it is they sell.
If your answer to this is still the product or service your business offers, then consider the following.
What RESULT does your product or service deliver for the client?
There are only 3 reasons that people will buy from you.
The 3 reasons that motivate purchase in business.
Ari Galper, one of my mentors brings this across in his system called “Unlock the Game” and I believe that it is a crucial aspect to gaining a deeper understanding of the real sales process.
In business, there are only 3 reasons that clients will buy from you.
- Your product or service will help them increase their income.
- Your product or service will help them decrease a business expense.
- Your product or service will help them manage a business risk.
That’s it.
Done.
If your product/ service communication is not clearly delivering one or more of these specific results to a client, then you’ll have a lot of the , “Sounds great, send me an email ” response..
That response is a dead giveaway that your sales communication is offering NO VALUE to that client.
Essentially, if you cannot provide the “What’s in it for me ?” statement UPFRONT to a client on the phone within 10-20 seconds of that call – YOU ARE DOOMED!
The only way to do this , is to KNOW what the key business issues are facing that SPECIFIC CLIENT at the SPECIFIC MOMENT IN TIME and then create a customised sales solution for them.
Customised Sales Communication Solutions.
By gaining a much better understanding of what you really sell and NOT the product or service you offer- IE WHAT RESULTS YOU DELIVER FOR CLIENTS – you can then craft a customised sales communication solution to ensure that you deliver a greater VALUE experience for both existing and prospective clients.
This also ensures that your sales call stands out from every other sales call your potential client has received.
This gets you more business and greater repeat business and grows your turnover and profit- and that (after all) is the reason you’re in sales in the first place.
For more on A Customised Sales Solution for your business, contact us here.