***** SUSPECTED SPAM ***** Sales Tip: Quantifying real loss overcomes the budget issue

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Peak Performance Training & Development, LLC

Sales Tip of the Week

Quantifying Real Loss Overcomes The Budget Issue

Sales Tip Contents The Trusted Advisor Vagueness is your Undoing Why does the Prospect Buy from you? For Business Owners and Sales Managers Overwhelmed with the Hiring Process? For CEO's, Presidents and Business Owners Most Business Owners, Presidents and CEO's are frustrated with: Sales teams that are run like fraternities Sales managers who focus on poorly qualified pipelines instead of on closing deals and the bottom line Sales managers who rely on sales person optimism instead of holding sales people accountable to objective performance standards Sales people blaming their poor sales results on a bad economy, bad leads, or other external factor. Sales people not being proactive in the selling process—not making cold calls, not confronting objections, not calling on/meeting with top level decision-makers, not qualifying prospects before providing costly proposals. Do you want to give your sales people the tools to maximize their potential and increase your bottom line? Click here to discover the CEO Solution>> Overwhelmed with the Hiring Process? Is hiring a new sales person a gamble for you? Do you think that finding that superstar sales-person is merely a matter of luck? Are you ready to improve your odds in the game of hiring? Click here to discover our novel and effective approach to recruiting>> Quick Links... Contact Peak Performance More on Peak Performance Peak Performance Training Solutions Looking for the Sales Superstar? Workshops and Events email: information@xxxxxxxxxxxxxxxxxxxxxx voice: (610) 878 9400 web: http://www.peakperformancellc.com< / a> address: 630 Freedom Business Center King of Prussia, PA 19406	Greetings: In today’s sales arena it is not enough for a sales professional to merely assume that a prospect has a problem that is costing him or her time or money and that they will automatically embrace the sales person’s solution because it’s a solution to their problem. Many of us now sell in a sales arena that poses subtle but costly problems with complex and pricey solutions. In order to effectively navigate this landscape the successful sales person converts into a trusted advisor.
	The Trusted Advisor A true trusted advisor assesses the degree to which the problem impacts the prospect. The true trusted advisor embarks on a journey with the prospect to determine all facets of the problem and the true extent of the negative impact that the prospect is suffering. The advisor determines the problem caused, the cost of the effect, and the cost of delaying implementation of a solution. If the negative ramifications caused by the problem are something that can simply be managed moving forward, why would your prospect invest in a solution? When the prospect does not have a clear insight into the impact the problem has had in the past, is currently having in the present and will have in the future they will not invest in a solution. More Sales Help>> Vagueness is your Undoing Vagueness on the part of the prospect is the trusted advisor’s undoing. When the prospect hesitates or refuses to discuss the negative ramification of the identified problem or need, this is where you must go to work! When you hesitate or otherwise fail to uncover all costs associated with the problem in question—the reason why the prospect is meeting with you to begin with—you can generally bank on the fact that money will become an issue, in particular for those selli n g a product or service that is higher in price than their competitors’. Don’t get in your own way! It is your job to assist your prospect in identifying and uncovering the real cost of not implementing your solution. Don’t let fear impede you from bringing your prospect to the true realization of not acting. Click here to for solutions to the problems associated with the existing sales arena
	Why does the Prospect buy from you? Remember, the reason your prospect meets with you does not always translate into why they will eventually buy from you! When you look at 100% of the prospects that meet with you, they fall into one of two camps. Those that buy from you and those who don’t! What is the difference between these two types of prospects?   Two things influence the buyer’s decision. The most important difference is you. You are obviously different from the competition or others competing for their business. We either connect with prospects, or we disconnect with them. Think of the times you have left a prospect meeting with a complete sense of a communication disconnect. These are the times you might ask yourselves “What planet did they come from”. Unfortunately and more importantly, the prospect is probably asking the same question about you! The other influence on the buying decision is the real emotional attachment and extent of the problem the prospect experiences. How badly do they need or want your service or product? The pain, fear or problem, what is it causing? What is it costing? It is your job to guide them through this emotional journey. Prior to pitch ing or presenting anything, you must first allow your prospect to fully and completely understand the extent of the problem and the real impact it is having, and will have if not addressed! Click here for more on different training options>>

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