Prospecting 101 Art Sobczak Flashcards
2 Golden rules for Selling:
“You will get whatever you want in life by being enough others in life to get what they want” Zig Ziglar
- People love to buy but hate to be sold
2. People buy for their reasons, not yours
Have an “all about them philosophy”?
- Understand the motivators of buyers
2. Clearly articulate the possible value to buyers
Get in their shoes:
- What does their daily world look like?
- How are they measured, and how can your value affect that
- Ask yourself: How can you look like a hero to your client?
2 Questions as it relates to your offering:
a) What SPECIFICALLY do buyers typically want?
b) What do buyers typically want to avoid? define the pain factor
When describing value, remember..
- It’s only perceived as value of the prospect sees it of value AT THAT MOMENT
- Value is not what you say it is, it is what the other buyer perceives it to be
- THE VALUE IS ON THE OUTCOME!Buyers perceive value as a result of owning your offering. Describe a picture of the end result!
Avoid:
- Things that cause customers to say “..so what???”
- ..We have been in business for over 30 years/ we are the biggest..
- We are the most experienced..
- Free stuff
Combining pain and gain into one PvP
For eg working into construction:
“We specialise in writing with landlords whose properties failed building inspections and fix them so that they pass.”
5 x Ease of use lines
We make it easier for our clients to\_\_\_ We cut down the time it takes to\_\_\_ We help eliminate the dreaded tasks of\_\_\_ We cut down the hassle of\_\_\_ We lessen the stress of \_\_\_
Lines for reducing Cost lines
CCDD E LL MR TT PP Consolidate Cut the cost of.... Discount.. Delay increases Eliminate Lower the payments on... Lessen the.. Minimize Reduce Trying the fat on.. Take advantage. Prevent increases in... Pay less for..
Bad Line:
“I am Joe with Contractors ‘Supply. We sell Drywall supplies and I’d like to tell you what we sell and see if we could become one of your suppliers.”
Good Line:
“ I’m Joe with Contractors Supply. In talking with Jean in your office, I understand that your installers now spend quite a bit of time leaving jobs and running to your supplier to pick up materials when they need something. what sets us apart is that we have trucks out that offer delivery within an hour when contractors need something. I’d like to ask a few questions to see if what we offer might be of value to you”
3 ways to say a differential advantage:?
What sets us apart is..
What makes us different is…
Something that you’ll get from us that no one else offers is..
What should you think before you call?
Who am I talking to and what might they want?
What does a gatekeeper think?
Who am I talking to and what might they want?
- Does this sound like a self-interested time-wasting salesperson, or someone who might have something worth my boss’s time?
What do users think?
How will they be affected? They want to understand technical/how to aspects. Will it make their job easier?
What do managers think?
How will it affect the department, and fit in the budget?
C-Suite?
No details please. Just high level ROI
