Guardians of Grail

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Have you ever stepped your way through the sales process only to be disappointed by your prospect's objection to your price?
The other day I was talking [link widoczny dla zalogowanych] to Joan who was lamenting how she'd spent a ton of time developing a relationship with a new [link widoczny dla zalogowanych] prospect, but in the end wasn't able to make the sale. Over the course of six sales meetings her prospect seemed like a slam [link widoczny dla zalogowanych] dunk. He was very enthusiastic about her product (inventory control software for the food service industry), [link widoczny dla zalogowanych] he hadn't seen a similar product on the market (Joan's software has a unique and easy to use interface) and he and Joan seemed to have a great rapport (they both are avid snow boarders and each loves jazz) . But when it came time for Joan to ask for the business the answer was 'no'. Her hot prospect was cool on her price.
This situation unfolds all too regularly for many small business owners.
� Is there anything I haven't mentioned that would be helpful?
Does this sound familiar? Have you ever spent time developing a great lead only to have the deal fall apart because your prospect [link widoczny dla zalogowanych] objects to your price?
What Joan neglected to do was to ask her prospect about his accounting needs with respect to inventory control. Unfortunately for Joan, she learned this important fact only after our conversation when she called her prospect back to find out where she went wrong. Her [link widoczny dla zalogowanych] prospect had already decided to use the software of one of her competitors. Even though Joan's software features a nice accounting package, her offer included nothing with respect to accounting. Her prospect assumed that her software didn't feature the accounting functionality he required because Joan [link widoczny dla zalogowanych] didn't mention it. She talked a lot about the software's innovative, easy to use interface and its great database functionality but she never mentioned the accounting features because her prospect didn't ask. Her price would have been fine if her prospect had known about the accounting capability of her software!
The author, marketing coach, Jeremy Cohen, helps small business owners and professional service providers attract more [link widoczny dla zalogowanych] clients, grow their business and be more successful with his marketing guides and coaching service. Get his free guide at:
s.com/marketing-services.asp.
If you do have enough information, make your prospect the best offer they've ever heard. If you've done enough homework you'll make the sale.
Where did Joan go wrong? She was quite befuddled with her collapsed deal and wanted [link widoczny dla zalogowanych] to know [link widoczny dla zalogowanych] what she could do to prevent such future failings. Not only did she not get the business, she ended up wasting her valuable time which could have been better spent developing a lead that turned into a sale.
By obtaining answers to these questions you will be able to gauge whether [link widoczny dla zalogowanych] or not you have enough information to make an offer that your prospect would be ill-advised to decline.
Before you tell your prospect your price make sure the time is right by asking questions like:
� Does this sound helpful?
If you don't have enough information go back for more; schedule another meeting and then go through another probing round of questions.
If so, you may have made the same common sales mistake Joan made: she tried to make the sale without having enough information to make her prospect the right offer, despite her six positive sales meetings.
� What do you like best about our competition's product or service?
During your sales process be sure to ask all the questions you need answered to understand your prospect's needs. You [link widoczny dla zalogowanych] can then use the information you've acquired to shape your pitch around exactly what is going to solve your prospect's problems.
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