In sports, the difference between a good player and a great player is everything. Can you name one of the best players and golf, tennis or football? If you know sports, then you certainly can. But can you name a player who was just good in that same sport? Probably not. Unless you are a sports fanatic, you can’t name someone who’s in the middle of the pack, someone who’s just good. The difference between just good and great is everything in sports. And the same applies to sales. A good salesperson makes a middle-class living, a great salesperson is rich, what separates those two people is all about their ability to consistently hit it out of the park, as opposed to just getting by. In this chapter, I’m going to teach you four ways to hit your sales out of the park, check it out.
Number one, sell at the highest level possible, it’s time to stop selling to people with the title of the buyer, or manager, or assistant, we need to go right to the top in order to make much larger sales. More frequently. People with a C in their title, CEO, CFO, COO, CIO, executive VP, VP, director, whatever is relevant in your world, we need to sell at the very highest level in order to make those larger sales.
Number two, disqualify, it’s time to get rid of all of those weak opportunities in our pipeline, we need to stop chasing those tiny little sales that are helping us just get by, because you know what those opportunities are taking over our time, from actually selling to those big fish, we need to spend all of our time on the absolute best opportunities.
Number three, understand the value. Every prospect’s challenges are costing him or her something. accomplishing a key objective is going to lead into a significant increase in either revenues or cost savings, we need to learn the cost of those challenges or the value of achieving those objectives in order to discover the real value of our solution. And let me give you a hint, it’s probably a lot bigger than we typically think. Number four, propose three options, we don’t want to just limit ourselves to presenting one solution, we want to provide three possible solutions at varying levels of investment. What this is going to do is it’s going to allow our prospect to choose how much he or she is actually willing to invest. And as a side benefit, it also creates context. So that way, your prospect is far less likely to shop the proposal around because they’ve already got a couple of options to compare against.