If you lead your sales calls with your product or service, then you’ve already set the tone for the call. The pitch is called an immediate price objection, and soon you’ll hear your prospect ask, “How much is it?” Once you go down this route, your conversation now revolves around price rather than the “value” of what you have to offer. It’s almost like you’ve started the sales process backwards, it’s time to change and start leading your sales calls with solutions.
If you’re opening sales calls with your product or service, you now know it’s a mistake to do so. How do you stay consistent and focus only on selling solutions? That is easy! Do research on your prospect’s website, learn more about their business, what they do, how they do it, their industry, and their competition. The more time and effort you start to understand how your prospect does business, the more you’ll find yourself asking solution-spanning sales questions. Below are five solution-based themes that you can easily apply to your industry. When selling solutions, focus on one or more of the following topics:
oAsk questions that offer ways you can help increase company productivity.
oAsk questions that offer ways to save your prospect time.
oAsk questions that offer ways to save your prospect money.
oAsk questions that offer ways you can make money from your prospect.
oAsk questions that offer ways to protect your prospect’s interests.
The key to successful cold calling is answering the one question that will always enter your prospect’s mind and that question is: “What’s in it for me?” Once you incorporate this type of mindset and questioning into your cold calling and sales efforts, it will certainly accelerate your sales success! The remaining question you need to answer is: “Are you promoting just one product or service, or are you selling solutions and offering value to your prospects?”
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