Friday, May 27, 2011

Selling the drama


When you are making your sales pitch is it 100% fact based? Simple ROI and cost analysis? You may be leaving a lot of money on the table by not meeting other needs as well. I know you are saying no and shaking your head, facts are facts and it makes logical sense. Well, it makes sense to you and me, but not everyone buys that way.

  

 You can take the facts and figures and weave them into a story that works on every level for your clients. Letting them know, not only how the solution meets their requirements, but their culture, processes, mindset, industry, you have a better chance of getting the message across to them that your solution is the best solution.

 

So go ahead, sell the drama of their situation and how you can meet and exceed their needs.