Tag: advancing the sale

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Generating Ownership

Sometimes during a presentation,  prospects have trouble understanding  how the bells and whistles of your solution will improve their lives.  During this time you need to bring home in concrete terms the value your solution or product can offer.  By asking “what would you do if”,  you challenge the buyer to take virtual ownership for a moment and reflect on its impact on their day. By getting them to talk in these terms you create ownership language. When they speak back about how it will improve their lives, the deal has advanced and will soon close.

What would you do if this one question  improved your sales ten fold? What would you do?

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Sideways Deals

imageWhen a deal is in harmony
It advances with ease and grace.
When a deal goes sideways
There is confusion and doubt.

The changing of the guard,
A block on funding
Or stakeholder grudge can create the Great Illusion called fear.

Like a filled cup,
You must empty your thoughts before refilling it.
Allowing for possibility not yet revealed.

People often fail at the verge of success,
Give as much care to the end, as to the beginning.

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Trying on a Coat

To purchase  a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see  if it will fit their  needs.

The Master Seller knows
Some coats fit, some do not.
They have  no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

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Advancing the Sale

Questions leads to sharing
Sharing leads to appointment
Appointment leads to possibility
Possibility leads to belief
Belief leads to a quote
Quote leads to purchase.

The largest of sales begin with a response to the smallest of acts.
This is called advancing the sale.