How to help your prospect say "YES!"

How to help your prospect

say

“YES!”

Before the sales meeting…

1. Talk the customer’s language.

2. Anticipate the questions at every step.

3. Address multiple viewpoints.

4. Help the customer justify the purchase.

Before the sales meeting…

Talk the customer’s language.

Before the sales meeting…

Talk the customer’s language.

Before:

Your receivables are one of your largest and most at-risk assets. Credit insurance protects against potential bad debt losses, thus providing a safety net.

After:

Imagine knowing that every time you extended credit terms to a buyer, your organization was guaranteed to receive payment.

What difference would that confidence make to your sales team?

Before the sales meeting…

Talk the customer’s language.

FeaturesAutomatic kitty litter box.

BenefitsYou save time & effort.

Deeper BenefitsYou won’t be embarrassed that your house stinks when guests come over.

Your cat will be happier and will love you more.

Before the sales meeting…

Anticipate the questions at every step.

Just window shopping?

Or ready to buy?

Before the sales meeting…

Anticipate the questions at every step.

Looking for holistic solution to anemia:

Step 1: Maybe I had a problem?• My doctor• Magazine articles• Medical websites

Step 2: Possible solutions?• Blog posts• Online articles• Provider websites

Step 3: Compare solutions• Asked friends• Provider websites

Step 4: Make a decision!

Before the sales meeting…

Anticipate the questions at every step.

Consulting firm for accounting firms:

Step 1: Are we at risk of losing clients?• Magazine articles• Keynote addresses• Free evaluation tools

Step 2: Possible solutions?• Magazine articles• Webinars• White papers

Step 3: Compare solutions• Case studies• White papers• Statistics• Trade show breakout sessions

Step 4: Make a decision!

Before the sales meeting…

Address multiple viewpoints.

Before the sales meeting…

Address multiple viewpoints.

CFO:

• Compliance?• Security?• Cost?• Flexible options?

Office Manager:

• Documentation?• Recycling?• Convenience?

Loading Docks:

• Convenience?• Ease of scheduling?• Time involved?

Before the sales meeting…

Help the customer justify the purchase.

or

Before the sales meeting…

Help the customer justify the purchase.

New website…price-conscious CEO

1. Side-by-side comparison of websites of

top 3 competitors

2. Cost-effectiveness of outsourcing

3. Cost of doing nothing vs. benefit of

gaining 1 new customer thanks to the

new website

Before the sales meeting…

Help the customer justify the purchase.

Customer concerned about price?

• Cost of doing nothing?

• How many new sales to cover the expense?

• More expensive solutions?

• Success stories

• Statistics/ROI

• Payment plan/Financing

• Guarantees

Before the sales meeting…

1. Talk the customer’s language.

2. Anticipate the questions at every step.

3. Address multiple viewpoints.

4. Help the customer justify the purchase.