Would Your Client Write You a Check After Your Sales Presentation?

Signing a Check

 

Would your prospect write a check for your sales call?

Read that title again.

What?

You’re thinking you want the sale.  You don’t expect to get a check for the call.  You’re lucky to have gotten the appointment.

Neil Rackham is the author of many books like Spin Selling, Rethinking the Sales Force and a number of other books.  Years ago, when I was a new sales executive, Neil spoke at one of our meetings.  After his presentation, he met with a small group of us.  Most of the discussion I’ve long forgotten, but I’ve never forgotten this question.

Bring Incredible Value

He asked:

“Is your sales call so valuable that your client would write a check for your visit?”

He obviously wasn’t suggesting we collect checks after every client meeting.  But he was saying that we should bring value to the call.  More value than a sales pitch.  We should do our homework and be able to offer solutions to the client beyond simply closing a deal.

I’ve never forgotten the advice.

“

“Is your sales call so valuable that your client would write a check for your visit?” -Neil Rackham

If you are preparing for a sales presentation, think about your client’s needs.  Think about the business.  Prepare not just for a sales call but as if you were a consultant coming in to help.

Increase Your Value

What I’ve learned is that if you prepare that way, you will move from:

Sales person to consultant

Consultant to adviser

Adviser to trusted confidante

Trusted confidante to friend

And here’s something else I’ve learned along the way:  It works far beyond a sales presentation.  In all aspects of what you do, are you so valuable that someone would write you a check?  Because when you are adding extraordinary value, you will become indispensable.

Have you ever prepared for a presentation in this way? Have you seen someone else do this? Where can you add extraordinary value today? You can leave a comment by clicking here.
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  • MJGottlieb

    Excellent post Skip. Very much in line with the philosophy that business is not about selling products (or services)… but selling solutions (solving problems). Too many people (my opinion) focus on trying to “sell”, which focuses inward on what “you” want. When you switch the thinking and focus on solving problems and providing a solution, you can only focus on one person… “the customer”. Great post as always!- MJ

    • http://www.skipprichard.com/ Skip Prichard

      An excellent way to put it, MJ!

  • http://www.jmlalonde.com Joe Lalonde

    I love the way you show how you can move from the sales person to friend. Something to keep in mind as we’re making sales and connections. 

    • http://www.skipprichard.com/ Skip Prichard

      And who wouldn’t want to move in that direction? We can all use more friends! Best to you.

  • Isokari francis ololo

    A worthwhile statement.  Value is the bottom line of all transactions!

    • http://www.skipprichard.com/ Skip Prichard

      Thanks!

  • http://sparkvoice.wordpress.com/ DS

    Great story and lessons.  Last night we were trying to explain value to our 4 yr old and how it related to what we spent our $ on.  Our family is about value, and trying to be stewards of our possessions.  Don’t we expect the same from company decision makers?  I love the idea of creating value for others – being a servant.

    • http://www.skipprichard.com/ Skip Prichard

      Interesting conversation with a 4 year old. That is starting young. Yes, we do expect value from decision-makers. And also from non decision makers, too.

      • http://sparkvoice.wordpress.com/ DS

        He’s our oldest, and we adopted him from Ethiopia. He challenges our thinking on a lot of things with questions beyond our wildest expectations of a 4 yr old. Nice point about non decision makers – thanks for adding that.

  • Steve Pate

    Years ago, a potential new vendor called my office.  He was so confident that I would agree to do business with him that he offered to bring me a check for $500 (made out to the company).  The only requirement was that I give the check back if we signed a deal.  I had just signed a contract with a competing firm a few days earlier, so I declined his offer.  But it certainly got my attention.

    • http://www.skipprichard.com/ Skip Prichard

      That would get attention! What an interesting technique.

  • Robert

    Great post, Skip! It shouldn’t even be just a philosophy; as you said in the email you sent me, it should be a way of life! He/she who understands that, is eons ahead of his/her peers!

    • http://www.skipprichard.com/ Skip Prichard

      Most definitely agree!

  • http://www.pursuingyourcalling.com Cindy Hirch

    I have to admit when I saw the title my thoughts went to ” this doesn’t apply to me,” but reading further definitely caught my attention. We have an opportunity to add value to others on a daily basis. Questions such as – whose life was impacted because of a kindness at just the right moment? Who did you impact deeply because they watched you walk through adversity and it inspired them to keep moving and not give up? These are intangibles, but add value nonetheless. Sometimes we underestimate what we bring to the table that forever touches the life of another.