When I ask my audiences, what are the TWO things everyone wants in business, people start yelling out "money!", "free time!",  "i-Phones!"  "Nope, I say, it's MORE TIME and LESS STRESS."

I'll bet you are sitting there thinking, "YES! I'd love more time and have less stress in my life." Don't we all! And it's a good thing, too. Think about your customers for a minute. Don't they want the same? 

 

Too many salespeople whine that all their customers want are low prices. Better service. An attentive Customer Service team. Low Prices. Sound familiar? While your competitors are shaving margins, concentrating on providing the low prices, you can certainly have the edge by focusing on...you guessed it...more time and less stress!

 

Well, how can you possibly provide those two magic formulas to your customers? Ah, now there is the question that YOU must answer as you are preparing for your presentations. Let's say, for example, you are in the commercial banking business. Your contact says, "Yes, Tammy, I know you have competitive rates, but so does everyone else." Your rebuttal, focusing on the two magic goals? "James, our rates are competitive, you are right. However, what we have that the other banks don't have is the ability to get a line of credit by simply answering 3 quick questions. How much time will that save you in the process? Also, what does it mean in terms of stress if you don't have to go through 16 pages of forms?"

 

Maybe you sell software solutions. "Gerri, we can reduce your stress and save you time by simply emailing our key contacts person 24/7 so you can get your problems fixed right away." "How much time will that save you from your current supplier situation who is only open from 7-7?" Or, ask an historical question such as: "Bob, last time when you called your supplier after hours, how long did it take for them to get back with you?"

 

So when did time and stress become more important than making and/or saving money at our customers' offices? When these two universal truths became more prevalent in business-people's lives. Blame it on PDA's or another outside influence, whatever the reason, we need to shorten the time frame and reduce customer's stress. THEN the sale becomes yours!