Why should I do business with your company?
Why should I do business with you?
Turns out there is 6 main variables: 3 lenders calling the borrower. 3 salespeople.
These are the 2 questions going through your prospect/potential client’s mind. Conscious or unconscious these are the 2 questions they are asking themselves.
Why should they do business with your company?
Why should they do business with you?
You better sprinkle some reasons for both into your sales call.
Sprinkle throughout the courting process from prospect to client – don’t throw up on them.
What differentiates you from the other salespeople?
Do you even know why they should do business with your company?
Its canned – be canned – so you don’t have to think about what to say or how to say it. So you can actually pay attention to the goals and needs of your clients. And be yourself! Have a conversation. Ask a lot of questions. Open-ended – let them paint pictures of exactly what they want and why. Link their pictures, in their words, into benefits. This begins to establish value.
How do you differentiate yourself from the other sales professionals?
Listen for any extras – kids, hobbies, interests etc
Connect with your client by building rapport. Be yourself! Unless you suck and then be somebody else.
In time, through rapport and frequency of contact, tension goes down and trusts increases. Court your prospect across the “transfer of trust” bridge to become your client. Be the professional and help your client make a well-educated decision. Show them what to do next to increase their financial position.
When you establish value, price doesn’t matter.
Never quote price before establishing value.
How do you get your client to exchange a premium and go out of their way to do business with you? And then tell their friends about the experience.
