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I just returned from an SMEI (Sales & Marketing Executives International) meeting a few minutes ago. There isn't anything that will charge you up more, than a group of Sales and Marketing executives with loads of energy, enthusiasm, and zest to make money. The wine was flowing, the comments were streaming, and at certain moments, the fur was flying! it was fun.
Tonight there was a panel of three experts providing a state of the union of how to generate sales in a slow economy. One of the concepts I'd like to share with you is the idea of providing your customers with bold assertions.Here's what came out of that stream of advice: - TELL your customers how you are going to make them a bunch of money (or SAVE them a bushel of money).
- DO your homework and do it well--before making your calls. When you get the customer on the phone--don't be shy.
- OFFER a guarantee tied to the outcome of your product or service.
- FOCUS on immediate return--not down the road returns.But NOW!
- Remember that your contact has to sell UP, and probably to the CFO if the sale is substantial.
- JUSTIFY the customer's investment with what they'll get out of the deal and right away.
And the two words for the evening--"pithy" and "insightful". Don't kill your customer with too many words--on the phone, in person, in proposals, or in emails. When being bold, less IS more. Happy Selling! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911
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