Do you struggle with sales? Do you find it hard to communicate just how brilliant your product or service really is?
Do you get caught up in the whole structure of the sales process. Do you lose sight of what your prospect really wants to hear and see?
No problem. You are probably focusing on what your service or product does. And nobody really cares about this. Why because there are lots like you ( that is in your prospects mind). Your customer doesn’t have time to assimilate all of the wonderful features and gizmos your product has. Your customer doesn’t have the inclination to read about all of the cool additional services you have built in to your package.
Your customer needs a VISION of a better future. That’s it in a nutshell.
If you can create in the mind of your prospect a CLEAR VISION of the results your product or service can bring. If you can conjure up a VISION of how much easier your customer’s life will. Or how much more money they can make. Or have much safer their business will be. Or how much more competitive or innovative their business will be.
Then and only then will they want to learn more about functionality and the great features.
Sell the VISION first. Then sell the service.
The question is are you 100% clear on the VISION yourself. Is it written down. Is it consistent across your business and your team. Is it easy enough for a 6 year old child to understand (if not then it’s back to the drawing board).
Great presentations create great visions. Great sales outcomes are dependent on creating great visions for your prospects.
By the way, a vision is much easier to sell than any product or service. Vision always excites and motivates.
ACTIONS
You need to create a VISION of the results your product or service delivers. You need to focus on the outcomes of what you deliver, not what you deliver. You need to paint pictures that address your customer’s desire to make more money, be more compliant, be more competitive, be more secure, be more respected, be more reactive.
Take out your pen NOW!. And write. If you aren’t spontaneously filling that page with a clear VISION. Then you are lacking one. And you are missing out on huge opportunities to grow your business.
Start writing, rewriting and rewriting until you have a clear VISION you can convey to anyone with ease. Just you wait and see the results you get from this exercise.
Best of luck.
Ronan
Ronan Kilroy Certified FocalPoint Business Coach
Profitability, Productivity, Possibility.
