Want to sell more than you thought possible without working harder? Well then you must learn how to find out what is valuable to your prospects.
It’s a fact that nobody has ever sold anything (ethically) without creating value to the buyer.
Value, the way I see it, is a desirable benefit that the buyer gains by buying your product or service.
However, one thing you have to realize about value is that it is subjective. Meaning that one thing you find valuable, another person may not. So, it’s of *utmost* importance to find out what your prospects find valuable in order to sell them what you have.
How Do You Find What They Value?
The answer: Questions!
Pretty basic so far I know, but if you’ve been in sales for long you know that good questions will help you sell like crazy.
But not just any old questions. In order find your prospect’s values you need to ask value-based questions.
Example of value-based question selling:
You: “So John, why have you come to see me today?”
Prospect: “Well, I’m thinking about refinancing my home”
You: “I see. Well, that’s a very good reason to be here because that’s what we do. So what prompted you to want to refinance your home right now?”
Prospect: “Well, I think my credit has improved quite a bit since I bought my home and I’d like to get rid of this variable rate loan I have now.”
You: “Oh ok. And what about your current loan don’t you like?”
Prospect: “I heard interest rates may be going higher soon and I don’t like not knowing what my interest rate will be in the future.”
You: “Yeah, I can understand that John. So, what specifically do you dislike about not knowing what your interest rate will be?”
Prospect: “Well I’d like to start planning for the future more. My daughter will need to go to college someday and I’d like to know how much I can start saving every month to pay for her tuition. And with a variable rate loan I’m not sure what I’ll even be paying next month.”
You: “So you would like to lock in your interest rate so you can plan for the future and start putting money aside for your daughter’s tuition?”
Prospect: “Yes, exactly.”
You: “Well great, let’s see what we can do.”
Notice you could have stopped after hearing John say he wanted to get rid of his variable rate loan. But that would have been weak!
We need to get to our prospects CORE VALUES. We are trying to find their hidden motives behind their buying decisions.
After we probed a little further we found out that John wanted to start saving money for his daughter’s tuition.
Can anybody say HOT BUTTON?!
Once we find out this core value, and if we have a product or service that matches it, the sale is almost a complete lay-down because we know exactly how to sell them what THEY want.
We can now communicate effectively what we can do for them because we know now what they really want.
In the example above I would have probed a little further and more thoroughly but you get the idea.
Find their core value and you’re almost there. It makes selling a breeze.
One more thing. Notice our first question to John, “Why have you come to see me today?”
We have a prospect coming to see us. I’ll say it one more time: We have a prospect coming to see us!
With cold calling we aren’t able to find out the core values of our prospects as easily. Why? Well because how are you going to start asking those types of questions? Your prospect doesn’t know who you are, what your selling, and isn’t thinking about it right now. You probably interrupted him and he’s just thinking about how to get rid of you.
So my expert advice to deal with this: STOP COLD CALLING!
It really is that simple. Just stop cold calling.
There isn’t a profession, product, or service that exists today that has to be sold by cold calling. None, zip, zilch, zero.
You just need a system to replace your cold calling.
Once you have a system in place you will have prospects coming to you and you will be able to easily sell to them. In fact it won’t even feel like selling anymore. You just fill out the order form!
Just imagine what that would be like. Prospects calling you. Prospects hunting YOU down asking about what you’re selling.
It’s not hard. Well I should say it’s not hard if you have a system.
So if you want to start selling more with core values, and get prospects to chase you, then go get the Cold Call Crusher training course right now by going here: http://www.coldcallcrusher.com/thesystem.html
You can even try out the course for free for 30 days! You heard correctly, just pay the shipping and try it out for 30 days. If you aren’t completely blown away with your results then just return it and you won’t be charged anything further. You also get a 120 day guarantee so you can study and implement everything in this course and still return it if you haven’t completely smashed all sales records.
But let me tell you, you won’t want to return it because this course works. And works like crazy!
So go here now to get the course so you can start selling the way you know you can: http://www.coldcallcrusher.com/thesystem.html
Until next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html
P.S. The first limited time bonus is SOLD OUT! However there is a NEW limited time bonus so go check it out and get the course today before it’s sold out too. Hurry! http://www.coldcallcrusher.com/thesystem.html
