What's your sales message?

Originally Posted by LadySmith Snowman, If you've done your homework, you've already determined that the potential customer would benefit from your product. Pam

Pam
I may believe they need my product but I don’t want to cause resistance by telling them they need it in the first 60 seconds, that’s why taking a “I’m not sure if you do” and a “diagnostic approach”, helps to lessen resistance so I can get to the point where I can confirm my research or assumption that they do need or want my product.

Snowman

Originally Posted by Snowman Pam I may believe they need my product but I don’t want to cause resistance by telling them they need it in the first 60 seconds, that’s why taking a “I’m not sure if you do” and a “diagnostic approach”, helps to lessen resistance so I can get to the point where I can confirm my research or assumption that they do need or want my product.

Snowman,

I can understand that, and I was sure you had already prequalified your customer.

But what you are talking about is a sales opening designed to get your foot in the door, not a sales message. (It is one of my favorite openings by the way.)

Pam

very thought provoking
its funny you think you know what clients want but the reality is
no one actually asks them.imagine how great your rapport would be if you adopted this approach.
i intend to start using that wordtrack myself.
i will let you know how it goes
thanks snowman

I think that's a great non-confrontational opening to a customer that has probably heard it all and is over the "garden variety" sales consultant. I know if i went some where and the salesperson opened with that i'd be interested to know where he was going to go with it. hence i'd listen for a while longer. and if i didn't buy i'd remember the salesperson.
i'm going to use that..
cheers snowman.

if someone asks me why should i buy yours, then i would tell him the benifits of our company and give him more offers than my rivals

Q: Why should I buy your software marketing system?

A: Well "__________" if you have all the customers you could ever handle and if your bank account is full......then you don't need to.
Is that what you are telling me "____________"?

And then if that's not the case, then I'm sure it's worth 30 minutes of your life to learn how you could double your profits in the next 6-12 months.

I learned quick in real estate that when a seller asked me "why should I use your service?" they were either asking:

"Why should I use your service instead of doing it myself?"
or
"Why should I use your service instead of another agent?"

Two different questions with two different answers and two different presentations.

Originally Posted by realtor Two different questions with two different answers and two different presentations.

I can see that happening.

Some people might have an opinion different from mine of what a sales message is. I posted my interpretation of what a "sales message" in another thread - Convince me in five words or less!

Thanks SpeedRacer, good thread

Originally Posted by Snowman When a client asks you, "why should I buy your _________"? Whatever you say next is what I call your sales message. Mine is…. Q. "Why should I buy your _________"? A. I’m not sure IF you should. The way I work is I’d like to understand YOUR situation so that I can determine if what I offer provides you a solution that we both feel comfortable with, ok? If they say yes then they’ve bought me and my intent and that’s the best first step I could take. What do you guys use?

First off I think the one asking the questions is the one in control, so I try and put myself in a position to be the one asking the questions, but if this question was put to me. I would reply like ... see below

Q. Why should I use you to refinance my home, when I can just to my bank.

A. Your absolutley right (NOTE: always agree) you can go to your bank and they will probally give you a good loan. And (NOTE: I used "And" not but) if you are like many of my customers you don't want good ... You want the best ... Let me explain how working with me has been the best option for my past clients. First most people have damaging information on their credit report. Banks and other lending institutions use these errors against you by saying since you only have a credit score of x we can only give you a rate of y. As part of my service I actually help you to remove damaging information from your credit report to raise your credit score to get you a lower interest rate. Also when a person goes to a bank, the bank qoutes them one rate. I actually get rates from several lending institutions so I find you the best rate available. After your loan closes I forward a copy of you loan documents to you CPA, so when tax time comes around it is not something you have to go searching for. This is above what any bank I have ever worked with will do for its clients. But I do not stop there either. You see I know if I do the best I can for my clients they are going to refer me business. So what I do Is I show my clients techniques that can be used to pay off their loan sooner, build equity faster or actually leverage that equity to buy property in areas of the US that are still seeing 20% appreciation (according to CNN) so they can build more wealth. Should we get started now or do you have more questoins?