Imagine,SuperCharging,client,m marketing Imagine SuperCharging client meetings
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
Your hands are a bit sweaty, you really have prepared long and hardfor this, and it just HAS to work out. What's even better; though thisis the first time you have met them, they have come to you on the backof a recommendation, because you took the time to put a referral systemin place along with great testimonials. You know you have what they need, you have even swotted up on your sales training and you have the line of questions that every great sales person would start off by. After he shakes your hand, you do the rapport building small talk, and then he asks that question The one you were dreading What is the question and how you should answer it to supercharge your sales calls? That question is Great tell me what you can do for me All the preparation,all the great questions just seem to evaporate from your mind and youresort to that age old trap that all sales people and business ownersseem to fall into; The Pitch! Yes, the good oldsales pitch, the 2 minute elevator speech, the presentation all ofwhich have you conducting a monologue, telling the guy at the receivingend everything that you already know. And were you awarethat they will take in less than 7% of what you tell them, and onlythat much is you happen to guess correctly exactly what is relevant tothem A highly unlikely prospect. What's wrong with that, I mean you might even have taken the hugely positive step of preparing your value proposition and created a set of power questions that you can use and so you know the pitch has to be good. Yesto a point Once you have nailed your value proposition, so that youknow exactly who your prospects are, what they want and how they canget great value from it, you are now ready for the next step. The next step is to get them to understand how THEY can get value from your offering. Andyes, you are indeed right when you guessed that people like you andyour prospects hate to be told things you all probably like to figureit out for your self. Because when you figure it out for yourself, you are far more likely to start owning the idea. So do you know how to respond to THAT question, the one that can throw all your plans into disarray yet? You respond by telling the truth, the whole truth and nothing but the truth, with complete sincerity you say; Iwould love to tell you all about how XYZ got ABC benefit from using ourservice, but I really don't know if that is relevant to you, until Iknow a bit more about your own needs and desires and what currentlymight be causing you pain is it OK if I just ask you a couple ofclarification questions. And then when they allow you, youget back on track with your power questions, that will clarify whetheror not the guy sitting opposite you will actually understand how theyfeel they can benefit from your offering. You may not evenbe aware of how powerful the language you use everyday is and as youstart to use some of the techniques that my executive coaching clients or my sales coaching clientshave learnt, you could continue to SuperCharge your client meetings,with more positive results than even you thought possible.
Imagine,SuperCharging,client,m