Bet on the fact that your customer has heard this Woody Allen quote: “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ” In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about YOU).
2. When asking or giving directions I want to be pointed to the right direction and I will get a sense of how to get there.
3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.
Contd…….Kinos 4. I find that when I’m in a meeting, words come and go because I listen more for the feeling behind the words. 5. I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.
Now add up how many you have for each channel:Total Score
Second, the proposition—develop a specific value proposition. Identify
the specific areas where losses are occurring, and quantify them.
Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customer’s business in detail, the more convincing your value proposition will be.
show how the solution fits. Summarize the customer’s problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.
Patterson wasn’t interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Crane’s method worked, so he wanted all of his sales reps to use it.
Sales Rep: “ I am from the National Cash Register Company and I have called to interest you in a way to increase your profits”
( The prospect usually responds that he is not interested in buying any cashregisters)
Sales Rep: “ But you are interested in increasing profits, aren’t you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the time”
Prospect: “ What are indirect expenses?”…………………………
“ All things being equal, People want to do business with their friends” “ All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends”