Who Wins the Gold?
"How much time have you spent seeking to understand what your potential customers want in the second half of the year?" asks Miller. "It's all about them, and since they are the ones with the gold anyway it's time to do some research."
--Ask your current customers what's important to them for the next six months. They have plans too. Chances are your prospects have the same priorities as well.
--It's all about revenue, not about cutting costs. Everyone has already cut out the fat, and anything that will help get revenue and avoid more cuts will be looked at. Stop pitching your cost savings so much, and listen to the prospects plans to get revenue, and see if you can help them.
--Go on the Internet and ask what is important to your main buyer. If you sell to the CFO, CMO, CIO, or executives at small companies, do a search on what's important to them in 2009 or 2010. You will hear from people who ask and answer these questions for a living what they want/need.
"As you plan your prospecting blitz, remember to ask and listen to what's important to them over the next six months, and then determine if you can help them," continues Miller. "Pitching and hoping something sticks may have worked in the past, but not anymore."
"Help your prospects and current customers win their race. Let them get the gold medal. You will win your race, only if your customers finish first. They have a plan. Find out what it is, see if you can help, and if you can, you both get the medal. Now that's victory."
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
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