In Value, Value Driven Conversation

TSE Hustler's League, Donald Kelly, The Sales Evangelist PodcastToday’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the next level.

  1. Get them to get the first appointment with you.
  2. Do the diagnostic test or the apples-to-apples comparison.

The biggest competitor you have is the status quo. Even if it’s bad, you tell yourself lies because you’ve gotten used to it.

  1. Demonstrate the solutions.

Present the solutions with them and get them to understand. That meeting is going to be totally educational and the best way to educate is to ASK questions.

  1. Create some questions that can educate them to go to the next level.

Ask questions that are going to get them to think and propose action.

  1. Think about what you can do to WOW the customer in this process.

Don’t think about the huge stuff as everyone can do the big things. Most people do not do the little things. Take time to listen to them.

  1. Return their calls.

Most leads go bad because people don’t return calls within the first 24 hours of getting the lead.

  1. Follow up.

People love to buy but they hate to be sold. So give that power back to them and think about the little things in that sales process that you can make it easier. Price would no longer matter if they feel the value is there.

  1. If you find a lot of fall-off after the demonstration, educate them.

If there is something that is causing the deal to not move forward, think about what you can do to educate people at that point to help them go further.

  1. Educate before the purchase.

This is another little factor that can separate you from everybody else.

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