Blackdove PR & Marketing writes:
How many of your clients have ever called you and begged you to close them? I’m willing to bet that you could count the number of times it has happened on less than one finger! Imagine it “Morning Ian, I’m feeling rather flush today! Why don’t you close me and take my money?” Closing the sale makes clients feel uncomfortable, and makes you as a sales person the person who caused their discomfort. Is that how you would like your clients to feel? Fortunately there is a far more powerful way of both making a sale and keeping clients happy. This better way is by understanding what motivates your clients to buy.
Understanding why clients buy from your company will help you to find out what the perceived value of your products or services are, and it may not be the thing that you had originally thought that it was. The easiest way to do this is to pick up the phone and call your ten best customers, and simply ask them. Once they have given you the answers that you are looking for, sit down and read them all back to yourself. Next write down your existing pitch in your own words. Does it communicate the real value that your client’s perceive about you? If not change it!
By having a powerful open to your pitch which communicates value, you can move beyond having to use cheesy old fashioned sales tactics and having conversations about price and move to the point where clients begin to ask you questions about ownership. Clients hate to be sold to, but they love to buy. So give them an excuse to buy by delivering incredible value in your opening!
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