Tuesday, January 11, 2011

4 Ways to Be Better (Part 1)

Saturday I was catching up on some emails and found one from Jim Meisenheimer that I decided to share with you over the next 4 days.

Let's start:

It's time to start, stop, or even change some of your sales techniques.

Never be boring!

Here are 4 different ways you can outsell your competitors.

1. Uncover the pain and dollarize it.

Don't do what many salespeople do. Don't limit your focus to the problems you uncover.

Instead, try to quantify the cost of these problems. You want to dollarize the cost of these problems over an extended period of time.

For example, through your effective questioning, you discover the problem you've identified is costing your sales prospect $4700 a month.

Annualized this is $56,400. Spread over five years it adds up to $282,000 and double that $564,000 over 10 years if the problem isn't solved.

Your sales prospect realizes he has a problem. However, I doubt he's ever done the math.

The bigger the problem, dollarized, the greater the need for your solutions.

And there's another benefit in it for you. The bigger the problem the less pressure you'll get on your pricing.

Connect with Jim here: http://www.startsellingmore.com/

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