Sales Tip for May 2006 - Volume 1

Danny Wood is a nationally known trainer and speaker on sales and sales management.

Danny specializes in working with business owners, CEO’s and senior managers to maximize the return on what is often their most underutilized resource, the sales team.

Danny’s work has been noted for providing his clients with the ability to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

His knowledge, experience, and tremendous respect for the Sales Professional led to his being selected by NJEntrepreneur.com to be their Sales Expert.


"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Sales Myth:
We are Different From our Competitors


Salespeople always strive to show the prospect how they are different from their competitors by talking about competitive pricing, quality service, and their years of experience.

Your prospects have no way of knowing who has the best solution for them. It is up to us as salespeople to help them discover and understand why our product or service is a good fit for them.

The first step is to find out how we can specifically match our products with a prospect's need for that particular product. That means we have to ask them questions. (One study actually shows that after they had decided not to buy, 83% of prospects cited Don't think the salesperson understood my business as the reason they had not bought!) We must ask questions in order to better understand their specific needs and wants, and to show how we are different.

If you can discover what your prospect's needs are and the best way to implement a solution for them, you will almost always overcome your competition.

A firm understanding of a problem coupled with a great solution is worth a lot more than competitive pricing, quality service, and years of experience. This is how you can differ from your competition – which sets you up as the obvious choice and makes you a valuable asset instead of the same choice among many options.

© Sandler Systems, Inc. All rights reserved.


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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com