Here's a great story I came across that's funny, yet teaches a valuable lesson about sales and service:
A man's furnace was broken, and after giving up on trying to find and fix the problem himself, he called a furnace repair company.
The repairman came, found the problem in a matter of minutes - a broken bolt - replaced the bolt, and issued the man a bill for $200.
The man was upset, and challenged the repairman as to why he charged him $200 for a bolt.
The repairman replied, "I didn't charge you $200 for a bolt. My bill consists of $195 for the knowledge I brought in finding out what the problem was, and $5 for the bolt itself."
What Value Do YOU Bring To The Table?
The biggest problem salespeople seem to have, aside from lack of qualified leads and prospects, is the never-ending "chasing" of prospects.
Prospects seem interested, act like they want to buy, but then they stop returning your calls and emails and you never hear from them again.
Chances are, it's because a competitor came along and brought more VALUE to the table than you did. Or, worse, you didn't bring enough value up-front to justify a call back.
And I'm not talking about promising value after the sale - I'm talking about giving value - UP FRONT - in order to demonstrate that you are someone they want to work with.
Nearly all salespeople are concerned with one thing, and one thing only when meeting prospects: Getting a sale.
The small percentage who are top sales pros - the star producers of the world - have a different goal in mind when meeting prospects: Giving them as much value as possible, up front, before even trying to go for a sale.
What's more, they never have to TRY to make a sale. People simply BUY from them, because of the value that prospects recognize in working with that person going forward.
How To Make Prospects BUY - Right Now!
The secret to getting prospects to buy from you, instead of playing an endless cat & mouse chase, is very simple:
1. Give value first, before expecting or even trying to get a sale. When you GIVE before you attempt to GET, you differentiate yourself so much from everyone else in the world that people will want to do business with you, just for the sake of you. Objections go out the window, and even price won't matter. (Ever noticed how top sales pros frequently sell at full price - no discounts?)
2. No matter how much value you give, if you're not working with qualfied prospects, they're not going to buy, no matter what. You need to spend all of your time with prospects who are fully qualified and ready, willing, and able to buy right now.
Follow these steps and you'll be forever free of "chasing" prospects who can't make a decision, all because you haven't shown them enough value yet! Show value up-front and there's no chasing - just buying. #SalesStrategies
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com