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28 October 2009

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Steve Bent

Great post (as usual Skip!)

For me the final step is to demonstrate the value verbally. Totally agree that the customer being involved in the Venn diagram does most of the work for you, but re-iterating the points stating something like:

"So removal of the sofa pretty much halves the $80 difference and then what we're looking at is a bigger sofa made of quality wood & fabric, with longer lasting and more comfortable cushions. I'm not sure Paul, do you think the extra $40 is worth it for this sofa?"

Skip Anderson

Steve, thank you for the compliment!

Your suggestion of verbalizing the conclusions of the Venn diagram exercise is a good one. In fact, it falls in line with what I often recommend in one call close sales scenarios: The you ask for the sale immediately after you summarize the benefits that the prospect has already agreed he would receive by purchasing your product.

Skip

Diahn Hevel

Love the Venn diagram! It's what they're learning right now in 3rd grade, comparing characters / books in language arts. If it works for a 3rd grader, it should work for communicating with customers, right?
Great post

Skip Anderson

Diahn,

My daughter is in third grade, so I know what you mean. In fact, she learned about Venn diagrams in kindergarten! I couldn't believe it when I saw that!

Skip

twitter.com/heykeenan

Skip,

Dig the suggestions. Excellent guidance for someone facing this challenge.

The difficulty is when a customer says "I can get the same thing for only $13,000 and your price is $18,000." they have normally made up their mind. This statement, most often suggests they are biased or have already made up their decision.

If this is the case engaging in the dialog is the truly difficult piece. Sales people struggle in the execution of what you described as they have trouble getting the prospect to open up.

The win is learning how to execute your steps, especially when the prospect thinks they are right and there is nothing else to talk about.

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About Skip Anderson

  • ABOUT SKIP ANDERSON
    Skip Anderson is a recognized authority on consumer selling, and is Founder and President of Selling to Consumers, a sales training and consulting company. Skip is a frequent speaker on sales topics to companies and individuals who are passionate about maximizing their sales effectiveness.

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