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 likeable

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.

PS: Did you know there is a More Gross Profit audio program?  It has three times the amount of information that is in the book.  It is divided into 13 audio files that you can download and listen on your smart phone.  The normal price is $59, but you can download it right now for only $29. 

Click here to purchase the More Gross Profit audio program.

CAUTION - If you do purchase the audio program don't listen to it all at once.  It should be spaced out over 13 weeks, listening to one mp3 file per week.  You will make 100 times your money back in 90 days.

For more information visit