I want to ask you to make an honest assessment of your organization and look at the last month’s opportunities. Did you have the success in closing deals that you were happy with? I find that many of the people I talk to present their solutions in one of three ways.
They either meet the prospective buyer face to face. Absolutely the best way to conduct business is in person. But often times we find ourselves dealing with opportunities where in person does not work. Either we are too far away or not able to match up schedules or any other numbers of reasons that face to face does not work.
These are the situations where we slip into the need to use the phone or email. Convenient, yes, effective not so much. If you look at all of your presentations in the last thirty days how many were convenient but maybe not effective?
In fact email which has become such an easy choice to communicate we often default to this and then we suffer the consequences. Nothing drives me crazier than when one of my associates says that they sent the “quote” by email and never heard back from the prospective buyer. I think nothing shows “I don’t really care” as much as this.
To effectively sell on something other than just price we have to either educate or solve. And the idea of the price sale is one that will eventually kill your business.