Cold calling is one of the most difficult ways to sell, so I'm always on the look-out for interesting tips that I think will help you to sell more and feel more comfortable with the entire process. This quick tip from sales trainer Sam Manfer is a quick change you can make in the way you present your offerings - that could make a big difference!
Cost Reduction Is a Low Excitement Benefit
Revenue generation is a more exciting benefit. People want more money, more business and more customers to grow or just survive. If you can show them how your services can get them more sales or more customers, it is about four times more effective than cost reduction.
Many salespeople assume that the mere mention of cost reduction will get a prospect's attention. Prospects hear about cost reduction all the time, and unless they specifically tell you they have a cost problem, avoid it or use it as a low priority expose and entice.
Sam Manfer delivers keynote speeches and in-depth selling workshops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Follow Sam's C-Level Selling Blog for more insights.
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