Would your prospect write a check for your sales call?
Read that title again.
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
“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.
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.