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.
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.
