5 Useful Strategies Presenting Value to Build Sales

[ 0 ] May 1, 2014 |

When you work in sales, you present value based upon everything you learned from your prospective client; these salesmeeting5 strategies from SmoothSale CEO Elinor Stutz, named “One of the Brightest Minds to Follow on Twitter” by CEO World Magazine, will help you close the deal…

Have you ever experienced someone trying to sell you something, but you stopped the conversation short by saying, “I don’t need that”? This scenario usually comes about because the other party didn’t attempt to understand if there was even a remote possibility that you might need what they sell. They had no idea of how you could put it to work to improve where you are today or further your goals. Most likely they knew little about you or your business.

A very wide range of ways to present your business is espoused from those in the consulting field. Those new to business and slow to see new clients coming on board are usually advised to be more aggressive. They may even be supplied with specific vocabulary to use. While those who are normally aggressive, but who are also not doing well, are advised to also alter their vocabulary and slow down.

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Theoretically the advice sounds reasonable but in actuality, the advice may very likely compound the problem. Switching over to the style of someone else has a very limited chance for success. And slowing down isn’t great advice either, because the day becomes short upon trying to get everything done. It is far more important to be consistent and authentic in all you do. This includes use of vocabulary and style of doing business.

Upon building the relationship and trust throughout your conversation(s), you advance to presenting value based upon everything you learned from your prospective client. The following 5 strategies detail the progression of that conversation:

Strategy #1:  Should you be receiving help from another, do your best to avoid the “Borderline Syndrome”

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Steven Vance/Creative Commons

This is where you go beyond what you believe to be reasonable or what appears to you as exaggerated, untruthful or inaccurate.

Instead, develop a wide range of conversational points as to how you help your clientele. Share short stories of problems clients were experiencing when you met, how you helped resolve the issues, and the excellent results seen. Without bad mouthing your competition, speak to how you work similarly as well as your unique approach to your work. This is what distinguishes you from everyone else, and why your prospect should pay keen attention to you. These words illustrate your personal brand.

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Strategy #2: Understand problems presented in meetings

Ask many questions about existing as well as underlying problems. Inquire as to the affect these are having on efficiencies on the business, profitability, and morale of employees. You will then uncover additional problems. Keep asking questions until no more come to mind.

It’s still too soon to present solutions. However, questions pertaining to your solutions are to be pursued next which leads to the next step.

Strategy #3:  Understand objections to overcome

As you ask the last set of questions, you will begin to hear objections. Before you say anything else, stop to get the full meaning of each objection and the reason why it was stated. Usually objections are simply requests for more information.businessmeeting

Your confidence and willingness to talk delicate matters through serve to build further trust and interest. This too builds value and the case for doing business with you.

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Strategy #4:  Connect – your service with their problems

Once the objections are reasonably resolved, you are given the green light to move the conversation forward. In order of the problems and sub-problems provided earlier, relate how your solution will solve each of these. Interest in doing business with you will solidify.

Now that it appears there is sufficient interest in your core services, present the complementary tracks that will enhance benefits for the client. Only present one at a time to get a read as whether or not they would like to proceed.

Working for the benefit of your clientele, only present those extra features or products that truly enhance their experience. This is another area where integrity could be questioned. Refrain from selling anything less or anything more.

Strategy #5:  Recap highlights of conversation and everything agreed upon

A secret strategy among sales professionals is to capture high points of the conversation in the prospective client’s vocabulary. Doing so eliminates possibility of denial when it comes to presenting the proposal.

Elinor Stutz, CEO of Smooth Sale

Elinor Stutz, CEO of Smooth Sale

Before departing, ask to recap everything that was shared in order to correct anything left out or captured incorrectly. Your benefit in doing so is to test the waters by reconfirming your prospective client is indeed serious about moving forward.

These five strategies will help you to earn more sales and move you toward the Smooth Sale!

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Category: Career, Money, Sales & Marketing

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About Elinor Stutz: Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored two books: The international best-selling book, Nice Girls DO Get the Sale: Relationship Building That Gets Results, and community service led to [...]
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