Member Article

Thursday Sales Thought - What do you do?

What do you do?

Before I give you a little sales tip for Thursday take a look at the bottom of this article for a very quick return on investment for a customer who attended our Introduction to B2B Sales course last Thursday - 24 hours to get a return on his investment!

So back to today’s sales tip

In the last few weeks I have spent time with a few sales people and have asked the question “What does your company do?” The answers have all been very interesting some have been short others have been lengthy. The answers have included everything from how many staff to the date they started up to how brilliant they are.

You see the thing is as a customer or a potential customer I am not really interested in how many staff you have or why you came up with the company name. I am only interested in how you can help me.

The tip this week is that when someone asks you something like “Tell me what does your company do?” answer it in two stages. The first and very brief answer is a few words that highlight your products or services i.e. we sell and market pensions and Insurances to individuals, we sell training services to the B2B sector.

The next stage is the important part and the part as a potential customer I am interested in how you can help me. Say something about how you get involved with customers and solve their problems. Give real examples “A couple of typical examples of working with customers is when a client has (issue/problem) and we work with them to solve the (issue/problem) which in a few cases has resulted in the customer increasing/improving/reducing (benefit).

Have three or four real life examples of how you have helped your customers in the past that you can use at any time. Once you have finished ask them a question “Do you have any of these problems?”

So to summarise this week’s tip - A little bit about you, a lot of how you have helped customers and ending on a question to them

Here is an example for you

“There are two parts to our business the first part of our business is that we deliver (products) and (services).

The second part of our business is where we get involved with our clients resolving issues and problems.

Some of the examples we have worked on include a company that had been (problem). We went in and resolved the issue so that (benefit).

Another time a company had (issue). After working with us they now have a (benefit)

Some of our clients have an (issue) which is not uncommon and that the reason for this is (problem). We help these clients resolve this (issue) and give them (benefit)

Do you have any of these problems?“

If you want to increase your sales here is a copy of an email from a customer who attended the 14th June session and used some of the techniques he learnt the next day.

“My meeting on the 15th went extremely well based upon the tips that you had given me, so much so that I even managed to charge them for the meeting… They were happy to pay for what they said was consultancy which normally I would give away as pre-sales.“

If you want the same quick results book on to our next ’Introduction to B2B Sales’ on the 12th July

If you don’t like selling but you have to sell this course is for you!

Click on link for more information

http://www.arrowsales.co.uk/training/introduction-to-b2b-sales

Book a place now by calling 0191-2267366, email me at michael@arrowsales.co.uk or click this link and complete the on-line form http://www.arrowsales.co.uk/contact

This was posted in Bdaily's Members' News section by Michael McMeekin .