Explicit Need: How To Capture A Prospect's Interest And Make The Sale By Joe Heller

An artist stands in front of a blank canvas, slowly mixing the paint for just the right color. Lightly touching the brush to the canvas, his creation starts, and something of beauty begins to slowly appear. Ok Joe, I thought I was reading a sales column, not Art 101!

I wanted to capture your attention with this example to illustrate (pun intended) that today with all of the complexity and challenges of selling, a sales professional must have a greater understanding of how to help their prospect succeed in business.

Success in sales today is dependant on crafting your value proposition to be business centric. In addition to a professional needing to become a great hunter, the sales professional today must understand how to create value from their client's eyes.

Salespeople today have been equipped with an overabundance of sales tools, methods and closing models for every conceivable type of sale. So, why are sales professionals failing to capture the attention of qualified buyers or advance a sale? I believe that the majority of professionals in sales do not know how to capture business drivers or build a business case beyond the specific area in which their products are applied. Many do not comprehend the simplicity of uncovering the Explicit Need [note #1] of a prospective client.

Note #1: Explicit Need captures benefits from the prospect's perspective and is the real business reason a decision's made. Explicit Needs are the specific wants or desires specified by the customer.

Again, the professional salesperson of today needs to evolve into someone who not only knows sales techniques, models, probing skills, et al. The modern salesperson also must be a businessperson who knows how to sell, just as an artist is known for having a higher degree of ability and skill than an ordinary painter. Ask yourself, are your salespeople ordinary?

Can they differentiate the product from the competition? The modern salesperson must have real business acumen, much more than the salesperson from 20 years ago. For example, not only must the sales professional know how to read a company's annual report, understand cash flow and acronyms such as EBIDTA (Earnings Before Interest Depreciation Taxes and Amortization) and EPS (Earnings Per Share). They must be able to translate that into an understanding of the business drivers needed to build a business case and support the real value of a sales decision.

Why is this important? Even professionals who understand the acronyms don't always understand the business implications associated with them. To generate sales in the "Challenge Economy", you must understand the economic drivers that can not only produce a significant ROI for your prospective client, but also add value to their business proposition. Probing questions must be crafted to reflect the understanding that you have a strong knowledge about their business.

Your knowledge enables you to produce a solution that can be validated with specific [hard and soft] differentiators that are focused on the Explicit Needs of your clients to help their business focus on the four fundamental business needs.

These four fundamental business needs include; improving your prospective client's competitive position by lowering cost of operation, enhancing their corporate image, lessening their market vulnerability and increasing their profits through greater efficiencies.

Remember; keep the four fundamental business needs at the forefront of your thinking as you create your irrefutable logic decision tree around the real business value for your prospect.

Did I say this was easy? Supporting Explicit Needs can be arduous if you do not truly understand your prospect's business, the market, and the competition [note #2]. In order to uncover explicit needs, the modern sales professional will need to become a business specialist in order to excel.

Today's successful salesperson must develop an ability to uncover the root cause of the customer's problem, not just the symptoms associated with the problem, which is where most professionals stop. This is where the great sales professional prospers; they have an uncanny ability to discover what the real Explicit Needs are for their prospect. This is why a doctor does not just treat a fever; they treat the root cause of the fever, the infection itself.

Note #2: Competition references the competition your prospect faces in competing for new business within their market, industry or niche and how their competition affects their sales cycle, not the competition you confront in advancing the sale.

As the sales professional gains a grasp on business, they will gain the benefit of a new paradigm called business. The difference of business is going from tunnel vision to utilizing your peripheral vision to help you manage what is in front of you.

A recent example is when I recently sat down with one of my coaching clients to help him gain a different approach that would single him out and rise above the rest of the field. In this particular example, my coaching client had been trying to get the attention of a Senior Vice President of a Fortune 500 company for nine months. As we began, we started conducting research and found that the prospect joined the company in May 2000. At that time the company's stock was at $17, and today it is trading at $3.

We assumed that his options were "underwater" (below the strike price where the option could be executed profitably). Next, we reviewed the company's annual report for anything we could use that would tie my client's service into the company's core business value. We did, and not only were we able to weave that value into his message, but we were able to use a specific quote to shareholders that the CEO used in the 2002 annual report.

What happened next might surprise some of you, after nine months of trying he got a call back in 3 days. Why? My client was able to weave a business case that tied directly with the personal motivator needs of the individual (see Maslow's Hierarchy of Needs) to improve the value of the stock. His message was clear and succinct, tying all of the psychological (emotional) elements together with irrefutable logic of how his service could directly impact the company's stock price.

Remember, by developing a business case that drives shareholder value for your prospective client will position your solution ahead of your toughest competition.
______________
Joe Heller, Sales Consultant
1.888.5HELLER
"Visit www.JoeHeller.com for more information."

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. This powerful series of timeless sales messages will help you close more sales today as you build a career for tomorrow! You'll learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table... Learn more about Zig Ziglar's Secrets of Closing The Sale.

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When You Care the Least, You Do the Best By Scott Ginsberg

Let's say you're on a sales call.

And in the back of your mind, you don't care.

Which is not to say you're apathetic. It's just that you're relaxed. With yourself. With your product. With your prospect. So, you "don't care" insofar as you're not negatively affected by the thought of failure.

If I don't make the sale, no biggie, you think. You do the best you can, be yourself, and if you close the deal, great. If not, it's cool. Onto the next prospect!

So, what often happens?

That's right. You make the sale.

Because when you care the least, you do the best.

Now let's say you walk into a bar.

And in the back of your mind, you don't care.

Which is not to say you're being cold. You're just looking to have a good time, laugh, hang out with your friends; maybe throw back a few pints of Guinness. You're not actively looking for a date. But if someone cute does approach you, that would be great.

If I don't get her number, no biggie, you think. You act friendly, be yourself, and if you secure the digits, great. If not, it's cool. Plenty other fish in the sea!

So, what often happens?

That's right. You meet someone.

Because when you care the least, you do the best.

Lastly, let's say you attend an industry-wide conference.

And in the back of your mind, you don't care.

Which is not to say you're slacking off. After all, your goals are to learn, network with fellow professionals, even have a little fun at the after hours parties. Not to pound the pavement while dishing out 100's of business cards trying gain new customers. But approaching that conference with a prepared, positive, (yet peaceful) attitude.

If I find myself a new customer, awesome! You say. If not, that's ok too. There's plenty other benefits of attending the event.

So, what often happens?

That's right. You attract "lucky" people and situations.

Because when you care the least, you do the best.

"Alright, hold on for a sec," you think. "Scott, are you telling me NOT to care?!"

Of course not! Caring is king. In fact, the world could use a little more caring if you ask me.

But Here's The Thing: it's not about not caring.

It's about relaxing.

Relaxing your mind.
Relaxing your body.
Relaxing your expectations.

Because when you're relaxed, you become more approachable.

And Remember This: It's not about selling.

It's about enabling people to buy.

Giving value.
Being yourself.
Positioning (er, broadcasting) your uniqueness.

Because when you enable people to buy, you become more approachable.

Oh, And Don't Forget: it's not about having a target or a mark.

It's about becoming less goal-oriented.

Just having fun.
Enjoying yourself.
Focusing on the umbrella.

Because when people discover that you're not trying to sell them, but rather develop mutually valuable relationships with them, you become more approachable.

So whether you're on a sales call, looking for a date or attending a conference, follow these steps:

1. Slow down.
2. Relax.
3. Be yourself.
4. Give value.
5. Have fun.

Because when you care the least, you do the best.

That's what I think.

(c) All rights reserved.
_______________
Scott Ginsberg, aka "The Nametag Guy," is an author, speaker, award-winning blogger and entrepreneur. As the creator of NametagTV.com teaches people how to GET noticed, GET remembered and GET business. To rent Scott's brain, call 314/256-1800 or email scott@hellomynameisscott.com

-Is there anything you would like to add that would be helpful regarding the ideas shared above?

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. Learn more about Zig Ziglar's Secrets of Closing The Sale.

*brought to you by SalesTrainingAdvice.com

Gentle Reminder Selling -- 5 Value-Added Follow-Up Approaches By Scott Ginsberg

As a salesperson, you don't want to be a pest.

But you do want to follow up effectively.

So, what's your approach?

Three Words: Gentle Reminder Selling.

It's non-threatening.
It's not overly salesy.
It's a great method for delivering value.

For Example: let's say a certain prospect hasn't returned your calls or emails.

Maybe she's busy.
Maybe she forgot to reply.
Maybe she has more important stuff to do that week.

No problem!

Your duty as an approachable salesperson is to gently remind them who you are AND how you unqiely give value ... without being too pushy.

Here's a list of five Gentle Reminder Selling techniques to help you follow up like a pro:

1. Send an article. Displays your expertise, delivers lots of value. If possible, send a link to your article that's already been published. The mere fact that it WAS published is a third-party testament to your skills.

2. Send a blog post. Similar to sending an article. Also a good opportunity to keep your branding in front of key prospects. Note: if you get comments on your post, awesome! It's an instant testimonial.

3. Send a media link. Been in news lately? Cool! Send a link to your story with a note saying, "Thought you'd like this article!" An example like this shows that you're not only credible, but current too.

4. Send a testimonial. If you just finished working with a similar client, drop a note that reads, "Here's what the CEO of Dynatech just said about my software..." Then write, "And I'd love to do the same for your company."

5. Send a picture. Preferably, a picture that shows you doing what you do. Maybe even you and one of your other clients. NOTE: be sure you're smiling, laughing and having fun. Make it look like you're cool to work with.

In one word: friendly.
In two words: delivers value.
In three words: persistent, not pushy.

That's Gentle Reminder Selling.

After all, it sure beats saying, "Hey Mark, did you get a chance to look at my proposal?"

Are you following up with value?

(c) All rights reserved.
_______________
Scott Ginsberg, aka "The Nametag Guy," is an author, speaker, award-winning blogger and entrepreneur. As the creator of NametagTV.com teaches people how to GET noticed, GET remembered and GET business. To rent Scott's brain, call 314/256-1800 or email scott@hellomynameisscott.com

-Do you have any effective ways of following up with prospects and customers that you'd like to share?

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. Learn more about Zig Ziglar's Secrets of Closing The Sale.

*brought to you by SalesTrainingAdvice.com

43 Killer Sales Questions Your Competitors Aren't Asking By Scott Ginsberg

Questions are differentiators.

With prospects.
With customers.
With total strangers!

So, if you want to become That Guy - and if you want to own the MAXIMUM amount of mindshare in your customers' minds - start by asking better questions.

Now, by "asking BETTER questions," I mean:

Asking dangerous questions.
Asking disturbing questions.
Asking dumb questions.
Asking guiding questions.
Asking judicious questions.
Asking killer questions.
Asking challenging question.
Asking penetrating questions.
Asking smarter questions.
Asking unexpected questions.
Asking upside-down questions.
Asking well-crafted questions.
Asking well-timed questions.

I PROMISE YOU: If you ask questions like THAT, your customers will form an impression of you as someone who is creative, intelligent, observant and an empathetic listener.

That will ENABLE them to buy from you.
That will ENTICE them to come back to you.
That will ENCOURAGE them to tell their friends about you.

Sound good?

Cool.

So, I suggest you start by making a list called "Top Ten Most Common Questions Asked by a Salesperson in My Field."

Whether it's during a sales presentation, over the phone or at a networking event, dentify the types of questions every other salesperson just like you is asking their prospects.

Examples might include textbook, unoriginal questions like, "How much are you currently spending on...?" or "How happy are you with you present suppliers?"

HERE'S WHY YOU DO THIS: Knowing what questions your prospects are used TO and tired OF being asked is a powerful sales weapon.

Because now all YOU have to do is NOT ask those questions!

Well, that's not (all) you have to do. You ALSO need to keep an arsenal of killer questions yourself. And those questions need to be easily accessible.

So, that leads to the next step: creating another list.

Title this one, "Killer Sales Questions My Competitors Aren't Asking."

Think of the best, most creative and most original sales questions you've ever used or heard.

Questions that made customers smile.
Questions that caused customers to stop in their tracks.
Questions that enabled customers to share their needs and wants.

MY SUGGESTION: Spend a few hours searching through your notes, old emails, training manuals, on Google and in the books of your personal success library for the BEST questions you can find.

Over time, edit, update and review your list regularly. Keep it handy on your laptop, bulletin board and in your briefcase. (Or, if you want to be supremely dorky and O.C.D. like me, type out your best questions on a laminated card and keep it in your wallet for easy access.)

THE POINT IS: Cherish that list. It will become a powerful tool for differentiating yourself that will only get stronger over time.

And it will help you make sales forever.

And soon, people will be asking YOU for YOUR best sales questions!

Now, you probably noticed that the title of this article was "43 Killer Sales Questions Your Competitors Aren't Asking."

Well, I am a man of my word.

So, to finish up today's post, I'm going to share my personal list with you.

NOTE: These questions were purposely left incomplete.

I did this so YOU could individually tailor these questions to your industry, customers and products.

So, think of them more as "prefixes" to your own unique questions. Fill them in however you wish. And feel free to use and share them with customers and coworkers today!

43 Killer Sales Questions Your Competitors Aren't Asking...

1. Can you recall a situation where...?
2. How are you avoiding...?
3. How are you making it difficult for your customers to...?
4. How are you making it easy for your customers to...?
5. How many customers are you losing by...?
6. How many different ways do you...?
7. If you asked five people to...?
8. If you asked three of your best customers to...?
9. If you had a magic wand...?
10. If you had all the money in the world...?
11. If you were to close your doors today...?
12. If YOU were your customer, what would you...?
13. In the past six months, how has your company...
14. What advice would you give to...?
15. What are the benefits you'd like to see as a result of...?
16. What are the bottlenecks in...?
17. What are the three biggest mistakes being made by...?
18. What are the three reasons anybody would...?
19. What are you doing in the next five years to...?
20. What are you presently doing to reduce...?
21. What do you think is the best way for someone to...?
22. What do you think makes the difference between...?
23. What excuses are preventing you from...?
24. What is the dumbest thing...?
25. What is the smartest thing...?
26. What one word do you want customers to use when describing...?
27. What prevents you from...?
28. What three questions are your customers asking when...?
29. What three things stand in your way of...?
30. What trends are affecting the way your company...?
31. What would happen if everybody...?
32. What would happen if nobody...?
33. What would need to happen for you to feel...?
34. What would you do differently if...?
35. What would YOU suggest if...?
36. What's been your experience with...?
37. What's causing a gap between...?
38. What's your first reaction to the word...?
39. When someone comes to your website...?
40. When someone walks into your store...?
41. When was the first occasion you noticed...?
42. When was the last time you actually...?
43. Whose opinion matters most about...?

LET ME ASK YA THIS...

What did you sell today?

LET ME SUGGEST THIS...

For the list called, "134 Questions Every Salesperson Should Ask," send an email to me at scott@hellomynameisscott.com, and I'll send you the list.

(c) All Rights Reserved.
___________
Scott Ginsberg, aka "The Nametag Guy," is an author, speaker, award-winning blogger and entrepreneur. As the creator of NametagTV.com teaches people how to GET noticed, GET remembered and GET business. To rent Scott's brain, call 314/256-1800 or email scott@hellomynameisscott.com

-What are your thoughts? Anything you would like to share that would be helpful to your fellow sales professionals?

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. You'll learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table... Learn more about Zig Ziglar's Secrets of Closing The Sale.

*brought to you by SalesTrainingAdvice.com

Sales Tip - Thoughts on Growing the Relationship with your Prospects and Customers By Josh Hinds

Allow me to share a quick video clip I did where I discuss the importance of building and enhancing the relationship with your prospects, clients, and customers. I also share how a number of sales professionals have been (quite cleverly I might add :-)) using the booklet I authored, 'Why Perfect Timing is a Myth' as a gift to build value with their customers as well as those people they want to do business with.

I hope you enjoy it!



Yours in selling success, Josh Hinds

PS. If you'd like to start giving copies of my motivational booklet 'Why Perfect Timing is a Myth' as gifts to your customers and prospects, as well as take advantage of the special pricing for multiple orders on them as mentioned in the video give me a call at (678) 389-8842 or send a note to me at jhinds [at] getmotivation.com (be sure to mention in your call that you saw the "special 20 minimum order booklet pricing").


*brought to you by SalesTrainingAdvice.com

Sales Tip: Success Snap By Bob Burg

"The people we find most 'interestING' are the people who seem most 'interestED' in us. So, be interestING by first being interestED."

Have you ever been in a conversation with someone who let you do practically all the talking? When you left, you may have thought to yourself, 'Wow, what a fascinating conversationalist that person is!" :-) . If so, then you know how important it is to ask questions that allow the other to talk about themselves and what *they* find interesting.

Just make sure that while they're talking... you're listening!"
___________
Bob Burg speaks on "Endless Referrals" and "Positive Persuasion." He is author of "Endless Referrals: Network Your Everyday Contacts Into Sales", "Winning Without Intimidation: The Art of Positive Persuasion", and co-author of "The Go-Giver." Visit Bob at www.burg.com.

- With it being so important to keep the focus on the other person -- by asking questions. Do you have any questions you find particularly useful or effective in getting the conversation started that you'd like to share?

*brought to you by SalesTrainingAdvice.com