In football (or soccer, depending where you live) one of the former favorite game tactics used to be “kick & rush”. You can describe it with getting the ball as quickly as possible in front in the opponent’s end zone, using long kicks, quickly passing the midfield, to strike a goal within minutes or rather…
Tag Archive: value proposition
Winter Wonders: How LowTech Britain Is Losing Competitiveness
The great country of Great Britain is probably the only country in Europe, in where it’s people call continental Europe just “Europe”, forgetting that the UK itself is part of the continent. Understandable, the differences between the island and “the others” seem large. London’s airports closed down for several days this winter, causing great difficulties for all travelers.
Imagine the situation from a different point of view: A privately run hotel chain with lots of hotels in a city hasn’t bought enough oil for their heating system. This is the third winter in the row they lacked preparation. As a result of running out of fuel, the management decides to turn off the heating and hot water for a couple of days. What will happen to the business?
Need More Needs? Finding People Who Are Willing To Buy.
I am solid believer that I can sell anything to anybody, if this someone only has a need of what I am selling. The hardest part of the sale is to find someone who has the need I can satisfy. Businesses are run by humans and their instincts. Profit and status like shareholder value or market share, are the key ingredients of almost all buying decisions.
Master the core needs, and you master the sale.
It‘s A Cruel – Cruel Summer – For Cold Calling
It‘s not that you can‘t speak to decision makers during summer time. You may find it harder to find them (you do look for direct dials and mobile phone numbers, aren‘t you?). Use the summer time to learn more about your prospects‘s situation. Who would be benefit from your product. How would that translate to benefits to them? How would that translate to a need for the decision maker? And some big picture stuff: Does it help increasing profits or profitability?
Knowledge equals creditability. You are no longer perceived as „just“ a sales person.
The Biggest Challenge In Modern Prospecting: Selling Against The Status Quo
The status quo describes the situation when the prospect is happy with what he has. The prospect is happy with the current supplier; the company is happy with what they have got. They see no reason to change a running system.
In this situation you don‘t compete against a competitor, but against the status quo. Where prospects see no need to have a „need“ in the first place, it is difficult to argue the benefit.
So how do you deal with that?