March 28, 2024- Your prospect can love every feature and benefit of your product or company, but unless you convince them the cost justifies the benefits, you will not get a sale. Too many salespeople do a fantastic job of convincing their prospects of the benefits of their solution only to fall short during the financial discussion. If you sell products or services that cost tens of thousands of dollars, you may be presenting several different financing options. With these different options often comes different paperwork that needs to be authorized by the prospect. Never enter a sales call without all the necessary financial paperwork. This can destroy the flow of the call and prevent you from getting the order. Bring all of it with you.
It’s not only important to bring your order forms, leasing agreements, sign up sheets, or whatever you may call them, it is also crucial that you become intimately familiar with every word on those sheets. Know every detail (and where every bit of customer information needs to go just like you know every detail of your product itself). And if the goal is to convince the prospect of the value of one of your consumable or pharmaceutical products, you too need to be prepared to help them financially justify why they need it. Come prepared with an ROI calculator, and some existing client financial success stories or testimonials from happy customers.
Read More in the latest issue of Repertoire Magazine.