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End of month closings
By Charles Martin | March 28, 2009
Back to the sales gig.
It’s March 28 and like any sales guy, I am hoping for a few new hits before we pull the curtain on the month. The economy isn’t that bad if you have the right tools. We are seeing a level of interest but across our company, no giants have signed this year as they may have by this time in 2008.
What’s the best strategy for bringing your stalwarts into the barn?
Amazingly, I still believe in the differentation aspects of selling. Features and benefits are always the thing that finally gets people to sign. You would argue that price is the real deal. I argue it’s not and here’s why.
Even in this economy, new technology — even in some very analog industries — rules the day. I can say, without question, that new technology (in my case Electronic Check Capture, Internet accessible authorizations, paperless billing, and speed) has made 90% of the sales I’ve closed – close. In the next two days (30 and 31) of the month, I will be going back to the elephants and to the mice and reminding them that ease of use, quicker payments, and more robust reporting are really the reason they’ll switch to my product.
If you’re stuck in a moment, then ask yourself what technology brings to your prospects and gently remind them. You’ll get the sale as long as your company is at least in the middle of the pack or higher in this regard. They are out there.
Go gettem’.
Topics: Sales Acumen | 1 Comment »
March 28th, 2009 at 8:46 am
Thanks for posting the article, was certainly a great read!