Day after the Buzz

Tagged: value RSS

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  Tim de Jardine 8:28 pm on August 31, 2009 Permalink | Reply
  Tags: unique, value   

  What is your “unique in”? The unique attention grabbing strategy to get you in front of prospects 

  A Unique in is a unique method that grabs your prospects attention and gets you in a companies door immediately.

  Often in sales we use a generic approach, we like to take the easy route.  Spending money and valuable time to create the perfect generic pitch designed for every prospect doesnt work.  Every prospect is an individual.  Every prospect is unique!  Salespeople think that people can be reached in a few “tried and tested” mediums.  Some may include:

  1. Email templates
  2. Flyers
  3. Generic Advertising
  4. Linear based selling

  The problem with these is they are too generic, boring and too “safe”.

  A “unique in” is original, its procative, it grabs your prospects attention, makes them think twice, has credibility and it breaks through clutter.

  Some examples of unique in’s

  • An original website for every prospect that only applies to their needs
  • Highly provacative physical printed letter that describes your prospects problems and gives solutions
  • An excel spreadsheet that describes the hard-business numbers and gains they will get from using your product
  • An interactive movie customised to your prospect.

  I think you get it?  We are talking about targeting every prospect and treating them as an individual. Every prospect has a unique targeted message crafted especially for them.

  Generic doesnt work, it doesnt sell and its a waste of time.  Generic adds to clutter, unique will stand out.

   

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  Tim de Jardine 1:25 pm on July 28, 2009 Permalink | Reply
  Tags: strategy (2), value   

  Demonstrating Value (Part 3 of many many planned posts) 

  The biggest myth in sales is your value as a sales person is derived from your knowledge product or services.  That statement is so powerful, read it again.

  The biggest myth in sales is that your value as a sales person is derived from your knowledge about product or services.

  Most sales training teaches salesmen to know everything about their product and services.  Quote a prospect on the spot or answer all questions about what you are selling (regardless of how minute).  Sales people must be very thorough, talk about their brand, about your product and its history.  Nothing could be further from the truth.

  Knowing your product is all about you.  All the prospect is thinking is me me me.  Add value by showing:

  • Insight into an area they may have previously overlooked
  • Listening to their concerns
  • Asking thought provoking questions.

  Sales is all about QUESTIONS.  Some examples of questions you might like to ask:

  • Who is responsible for XYZ growth in your company?
  • How are you currently increasing your customer base?
  • What future initiatives will you be pursuing to increase your XYZ levels?
  • What do you know about your XYZ user base?
  • What are you currently doing to address XYZ issue?
  • Does the business have a detailed view of XYZ?
  • How do you intend to increase XYZ for your business?
  • How are you going to compete with company XYZ in XYZ

  All of these are examples of thought provoking questions that tie into the core values of a product.  What are some questions applicable to your services?  Take your core values and incorporate them into these questions.