Selling Urgency
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How to show customers they need your product NOW!
Transcript of Selling Urgency
+Sales Scenario…
You’ve qualified the customer…
You’ve set up a meeting…
You’ve given your sales presentation…
BUT, this is their response.
+“Your product is interesting… but not right now!”
Imagine you’ve given a phenomenal presentation about your product.
The customer likes it.
The customer likes you as a person – enough.
The budget and price aren’t a problem.
BUT… you still get a NO!
+
What do you do? What’s going on?
+The problem is probably TIMING!
How can you navigate this issue to close the sale?
The customer has other things on their mind…
+Show them Market Trends
Help them see the wave of the future and how they will be better positioned to ride it better.
Identify leaders who have innovated similarly
Show them how they will achieve their goals sooner, simpler and/or at a lower cost.
+Cost Increases Make you Attractive
Show how spending now will save them money, time or other resources in the soon to be future.
Show cost savings quickly and how it could be implemented today.
+Competition
Show them how their competition is operating, but don’t be too pushy.
Think about it this way… You’re customer is on the ledge ready to jump off. Make them step away from the ledge and trust in your capabilities.
+Disasters
Educate without terrifying them and show how the product mitigates unforeseen damages or other acts of god.
+New Regulations & Their Effect on their business
Sell them compliance with government regulations.
See if your product can fit into this or how it could speed the ability to meet compliance with these regulations.
+This presentation has been brought to you by MarketechCorp – Your Outsourced Sales Team
Contact Glenn to see how we can help you sell your products – Free Consultation!! [email protected]
+What are you waiting for? Email me…[email protected]
