Let’s talk about money

Money talk in salesWho wants to talk about money?  Your prospects, that’s who.  That’s the first thing that comes to their mind in a sales call.  The whole way through your wonderfully engineered PowerPoint pitch, all they’re thinking is: “How much is this going to cost us?”

If you wait for them to bring up the topic, you might have already lost.  Bring it up on your terms and with your point of reference.

Almost universally, you’re product/service is going to either make them more money or save them money.  Decide what that is before your sales call and do one of the following to shake things up a bit and get yourself noticed.

Right off the bat before plugging in your overstuffed laptop or passing out your shiny brochures, throw one of these out:

If you MAKE them money: “I was hoping to start off with an example of what we do and a quick discussion to get us all on the same page this morning.  We implemented our widget to StarCompany’s assembly line three months ago and they’ve already earned back 3 times their investment.  [then add 2-3 sentences saying what you technically did].  Can we talk about if there are any parallel processes like that here?”

If you SAVE them money: “I was hoping to start off with an example of what we do and a quick discussion to get us all on the same page this morning.  We implemented our widget to StarCompany’s assembly line three months ago and their rejection rate has dropped 78%.  This is saving them about $30,000 per month. [add your technical description here]  Can we talk about if there are any parallel processes like that here?”

This is getting long, and I’ve gotten feedback to keep the posts short, so I’ll save some actual sales call stories for a later date.

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3 comments ↓

#1 kenneth thompson on 01.03.09 at 6:02 pm

THANKS FOR RESPONSE.KEN

#2 Eric on 01.03.09 at 8:41 pm

You are quite welcome. Happy selling.

#3 fastest way to make money online free on 02.22.14 at 3:45 pm

Hey there! This is my 1st comment here so I just wanted to give a quick shout out and say I
truly enjoy reading through your blog posts. Can you recommend any
other blogs/websites/forums that cover the same topics?
Thank you so much!

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