Value Building Questions
What are some sales clinchers that you ask when sitting down with a potential client to sell a marketing service?
You must realize that telling isn't selling, so you've got to have them tell you that your service is valuable. You can tell them all day long that your service will profit them, but until they tell you that it will profit them, they are not sold on it.
How do you get them to tell you such things? Sales clinchers!
I now realize that when I first tried selling marketing services I was doing too much telling and not enough SELLING. I would tell people how much my service could profit them, but I wasn't making them tell me by asking questions.
So, can you come up with some sales clinchers that you could use in your sales process? Let's hear them! If you already use some, what are they?
Also, don't forget, sales clinchers are engineered to get a specific response. Kind of like if I ask someone if the universe is vast. The definite answer is going to be yes.
You must realize that telling isn't selling, so you've got to have them tell you that your service is valuable. You can tell them all day long that your service will profit them, but until they tell you that it will profit them, they are not sold on it.
How do you get them to tell you such things? Sales clinchers!
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John, do you agree that our service would generate positive income for your business? Yes, I do. |
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John, if we got your coupon in 5000 local homes do you think it would benefit your business or hurt it? Definitely benefit. |
So, can you come up with some sales clinchers that you could use in your sales process? Let's hear them! If you already use some, what are they?
Also, don't forget, sales clinchers are engineered to get a specific response. Kind of like if I ask someone if the universe is vast. The definite answer is going to be yes.