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How To Win More Customers! It’s Not What You Think…

If you are in sales and having a hard time winning deals, don’t worry. I’ve been right there there with you.

Over the last 15 years I have sold millions of dollars worth of products and services in B2B sales.  Some of those sales were pretty difficult to make and others were really easy.

I want to share with you how to get more of the “easy” sales.

Give people exactly what they want for the right price and sales can flow.

Here we go!

  1. Who found who first is most important! – Every sale that has been easy for me started with the potential customer finding me first, versus me cold calling them. When a customer searches and finds you first, your job is much easier. Trust me on this! This means you have to have a marketing system that attracts potential buyers and puts these buyers in front of you.
  2. Use a tested and proven sales formula (notice I did NOT say script) – I used a proven sales formula to present my solution. P.A.S – Problem, Agitate, Solution. First I asked the potential customer what the problem is that they are looking to solve. I would ask away until I truly felt that they had an itch that they wanted and needed to scratch. Then I would go into talking about that problem, showing them a logical solution to the problem, then the sale would happen more natural. I would NOT have to hard close the prospect.
  3. Use sales boosters– I would present as may customer testimonials, logos,video testimonials as I could. Proof is more powerful than anything you can say. Offer a guarantee to remove all risk for the customer.

Conclusion:

  • You need a steady flow of qualified leads to speak with that already know who you are and like your solution.(HUGE NEED)
  • You need a proven sales message and offer

These things have helped me do very well. I always ran into trouble when I was trying to move a junk offer and or I did not have enough quality leads.

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