Sunday, April 19, 2015

You have to be 9 times better...

If you are trying to sell a new prospect who has been loyal to a competitor and buying from them for years, you have to be 9 times better than their current supplier.

But wait, it is not as hard as it sounds.

There are nine things customers consider buying before buying from a new vendor. If you can show your customer that you are 2 or 3 percent better in each area you stand a much better chance of getting your foot in the door.

If you are not sure how you stand, research each item on the list and make a camparison grid with you and your competitors. Similar to what you might find on a software box.

(1) Consistency

(2) Arrives in Good Condition

(3) Problems Fixed Quickly

(4) Operating Cost Savings

(5) Company Stability

(6) Fewer Headaches

(7) Knowledgeable Sales Rep

(8) Company with a good Reputation

(9) You have to be likable

What does this mean?

When you have reached the point in the development of a new prospect to make a presentation, include these 9 "reasons why" and show how you are better in each one.

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