Here is the follow up to our First Ever UnSelling Video Blog. Here is some fresh advice on how we can be practical and honest with our prospects to pull out the truth without wasting our time or theirs. Check it out!
Tag Archives: Sales process
Taking Every Sales Opportunity, to Death
So I asked him how he liked it and why he left it. His answer was fascinating. He proceeded to explain that there are very specific techniques required to be successful in selling “plots”. An example: a great cemetery plot salesperson will make note when someone has died and has left a widow behind. They have learned that the widow will usually get a life insurance settlement approximately 60 days after the burial of the their spouse and that is the perfect time to follow up with the widow – when they have money available and have begun to deal with the grief associated with the loss.
If the value isn’t quantified, it isn’t valuable
While ROI (return on investment) alone isn’t enough to get a project funded – it sure is better than not having one. The mistake many of our client sponsors make is that they fail to quantify the value of the proposed investment. Oh, they’ll identify the “categories” of value – improve turnaround time, reduce complexity, better serve our customers, etc. – but without a stake in the ground on actual targeted value (or pain) associated with the proposed initiative, in the mind of the CFO this becomes a “nice to have,” not a “must have.”