You don’t want to wonder if your prospect is thinking “Who cares? What’s in it for me or our company?” during your sales presentations.
I hate to tell you, but many of them are.
Selling is not about you or your products; it’s about how the prospect will benefit. To be persuasive, you need to appeal to the other person’s rational self-interest. People make decisions for their reasons, not yours. Use this list to help them make those decisions in your favor.
Forget your company history or industry jargon which might be the biggest “who cares” of all.
You have heard the expression “A confused mind always says no.” Here is one of my Frippisms: “A bored mind gets distracted and cuts your meeting short.” Use a phrase like, “Based on 15 years of helping clients with businesses the size of yours, I have learned . . .” Or, “With my last five clients in your industry, I have found . . .” You can work that information into your presentation without belaboring the point.
Simplify and clarify how your prospects can benefit from your product or service.
At the beginning of the relationship, when you are discovering if they have a need or how much opportunity there is for you to help, they need to do most of the talking.
Take notes on what they say.
When appropriate, repeat their words in your conversation and then in your proposal. Our prospects never disagree with themselves!
The key to connection is conversation and the secret of conversation is asking questions.
The quality of the information you receive depends on the quality of your questions. In your presentations, even if you know your discovery questions backwards and forwards, write them down. If you are part of a team, collaborate with your teammates and add to your list. It is easier to be creative with a couple of minds working on the challenge.
Depending on what you are selling, it may be a good idea to start asking a prospect what is working for them right now.
This way you are getting your prospect talking, getting them in a good mood, and learning more.
Above all, keep your sales questioning conversational; it’s not an interrogation.
Whenever possible, answer the prospect in a way that brings in your experience with other similar clients, but keep the focus on getting information to understand how they can benefit from a relationship with you.
These 6 Wonderful Ways to Solve “Who Cares” Syndrome will help you in your upcoming sales presentations.
“To watch how our veteran group of salespeople became involved in your Storytelling to Increase Sales was impressive. We are excited to continue your training with FrippVT Sales.” Jeff Walters, Vice President, North American Sales, Peak-Ryzex