Sell Hope, They Need It! 2 Tips for Becoming Invaluable to Your Clients

"Our new President sold ‘hope’ as a platform. I can’t think of a more valuable thing to sell these days. It’s what we want as much as just about anything.

As salespeople we have the ability to be ‘light-bringers’ to our clients. We are the hunters, paid to be proactive. So therefore what are we bringing them? Is it agreement that times are tough and ‘who knows when it’s going to get better’. Do we think that is what our clients need more of? They can get more of that just about anywhere they turn.

One of the best management tools I’ve ever come across says, “If you bring a problem to me always bring with it at least 2 solutions”. It’s great because the conversation remains in the solution. I think that’s the difference in today’s marketplace, are we acting within and magnifying solutions or are we acting within and magnifying problems.

Follow these 2 tips and you’ll be an example of what your clients need most, HOPE:

1) Share genuine examples of what your company is doing to succeed in today’s economy

What’s meant here is not what your products can do for them. Unrelated to why you are calling on them (which of course is to sell them your product) share the changes from an activity standpoint, changes from a cost efficiency standpoint, morale boosting meetings, creativity sessions, cost-cutting or cost-increasing strategies and whatever else your organization is doing to succeed in these times. If done honestly and sincerely, you are guiding them into solutions which generate hope.

2) Specialize in sharing the 2 or 3 value statements that your product offers and that your clients most need today.

Is it cost savings? Increased efficiency? Saving time? Increases revenue?
It's incumbent on us to learn what these value statements are for our niche and then learn how to convey this value to their bottom-line using metrics (numbers, dollars and percentages). By conveying the value this way your client can see into the future how they’ll benefit by working with your company.

Because so many people are in fear of making a buying decision, you’ve helped them by guiding them into solution based thinking. This is the very thinking that gets decisions made!
"

Article Source: http://casinoarticles.us

Steve McCann is a dynamic sales speaker, author and consultant committed to redefining the link between prospecting and profitability. Targeting both sales veterans and contact-dependant professionals, Steve’s training programs increase www.stevemccannpro.com">sales momentum, maximize selling activities and boost sales revenues.

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