«Return to Blog List Customer Results: The #1 Way to Start a Sales Conversation
Jill Konrath’s (author of Selling to Big Companies) blog post today drives home what you have to communiate when selling anything: stress results.
Statements about your company and what it does are NOT value propositions. Period. They are not value propositions.
If you want to get decision makers "at hello", you need to clearly articulate the results the customers can expect from using your product, service or solution. That’s results, spelled
If you really want to "get them at hello," then make sure you:
Decision makers don’t care about your products or services. They only care about the results they’ll see. Stress that and you’ll catch their attention. Omit those results and you’ve lost them.
Refer to actual client successes and include measures or statistics. Success stories from other companies in their industry are especially compelling. By giving specific examples, you really pique their curiosity.
When selling, don’t just use a case study in a packet of collateral. Weave in salient results from other customers at every opportunity – in voice mail messages, emails, letters, and every conversation.
Have a great weekend!