Hey, here's a great idea, if your going to send an e-mail like this, send it to someone you actually know. That could be the ONE THING that makes it much more effective.
Looks like I'm involved in ugly office cubicle stuff now:
http://www.brennansoi.com/
On Sun, May 13, 2012 at 8:33 PM, Ed Brennan EBrennan@brennansoi.com wrote:
Sent from my iPad
Begin forwarded message:
From: Eric Meyers Eric.Meyers@Haworth.com
Date: May 11, 2012 11:03:09 AM EDT
Cc: Rob Langejans Rob.Langejans@Haworth.com
Subject: Sales Ideas in 300 Words or Less - One Thing...
Northeast Dealer Leaders,
Here’s another sales idea for use with your clients ….
(This comes again, from Haworth’s Sales Facilitator Rob Langejans)
The Idea….
“One Thing”
Rob was recently working on a project that, if won, would represent over 30% of the dealer’s revenue. That’s big. Rob got involved to help strategize the customer visit to the dealer showroom. Ultimately, the team created an outstanding customer experience.
Later, the customer was to review the RFP’s, consider their experience from the visits and make a decision. Then the team waited…
From what they knew at this point, they were having a tough time making a choice. Since the dealer principal had access to a key buying influence, he asked if we had missed anything or if they needed more information - a simple, but broad question. And that led Rob to this Sales Idea.
The Question
In this situation, narrow your question to one thing. - Three examples:
“Sounds like you’re doing a thorough job comparing your options. That’s wise, this is a big decision.
o May I ask…what ONE thing would we need to address in our proposal to tip the scale in our favor?”
o What ONE thing is keeping you from selecting us?”
o What ONE thing would we need to change to make it an easy choice?”
That more pointed question was never asked, and they lost the project. A few weeks later they did learn the reason. The customer was more comfortable and confident with the larger, full-time installation staff at the competition. Product was comparable…pricing was not an issue…relationship was solid… It came down to one thing. Had they known this single objection, they could have at least developed a response.
Ask
What deals are you working right now that if you were to address ONE thing, it would tip the scale in your favor? Narrow your question. Get to the one thing.
If you find this sales idea / reminder useful please feel free to share it with your sales teams.
Eric Meyers
Regional Dealer Manager - Northeast
HAWORTH
101 W Big Beaver Road
Suite 105
Troy, Michigan 48084
direct 248.526.5039
cell 248.379.1829
eric.meyers@haworth.com
www.haworth.com
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