OK ..great you have a web demo Booked …awesome — You want to avoid the “Constipated Sales Funnel” . Where prospects ‘Go in” and nothing
comes out
You end up … Sending a Proposal, calling back in 2 weeks and then they go ..”DARK’ , not responding to your e-mails , to your voice mail’s and you feel like you’re chasing them — Uncool , not productive and a total distraction
Say somethingl like this , set the ground rules , show them that you’re a true sales professional . That you’re not an AFC ( Average Frustrated Chump)
Thanks for your time today . I really appreciate it I know that your time is scarce these days . In order for me to do the very best job I possibly can, I need to find out what’s important to you in your business and what you value the most in your business life . I would like to discover your ‘pressing burning issues’, If I can find out what’s important to you then I can build value and a business case to show you how our products can help with your obstacles and barriers that you have
Right now this is purely exploratory, I don’t know if you will be interested in our products and services or this will be a good fit for your company . I don’t want to make any assumptions at this point …What I do know is that initially when we met all of our existing clients such as ________ & ________ & ________ & ____________ , they were all using another method , another in-house solution that they we’re satisfied with .
They liked our presentation and then tried out our products on a business validation trial basis to see if it would work for them . They then found out that our solution can enable them to get the exact match of staff and employees with the same characteristics and attributes of their existing STAR employees , which translated to saving them tons of time doing interviews , screening resumes and lots of money and at the same time reduced their staff turnover significantly
I don’t want to waste your time, since I know you’re really busy . Can we agree that after you view our demo and you feel that my companies solution can solve your problems and it works within your budget then it’s OK for you to say YES and give me a commitment to try this on a sampling / business validation trial basis
On the other hand , if you don’t feel we’re not a good fit , then you can also say NO . Can we agree that you’ll say YES or NO at the end of our demo, not something like “ Send me a proposal “ or I have to think about it “ or Call me back in 2 weeks “ – Would that be OK ?
NOW , at the end of the demo –they will give you a YES or a NORemember you can make money on the No’s, you make money on the YES’s ..but the ‘Maybe’s will drive to the broke-house
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