Biggest issue far too many salespeople have is they focus on money being the number one thing they sell.
Their argument is in the belief that after all is said and done, it will be the price that will determine whether or not the customer buys.
It’s time to stop that notion and focus on something even greater than money and that’s time.
Time trumps everything including price!
The sooner the salesperson focuses on time, the sooner they will be able to close the sale and most likely be able to do it at a higher price than expected.
Put yourself in the shoes of your customer. They’re looking to buy and do you know why?
They’re looking to buy because they have a problem they need to fix or an opportunity they want to take advantage of. That’s it — there’s nothing more and that is why it comes down to time.
Whether it be a problem to correct or an opportunity to leverage, there is still the element of time. The question the salesperson has to ask is, “What is the value of time to the customer?”
The more they value time, the more it can be leveraged, thus superseding price.
Salespeople who wait too long to begin understanding how the customer values time are simply doing a disservice to themselves and their customer.
Customers want answers. They want to be helped. Getting to the issue of time quickly is simply helping them.
Make questions that get the customer to share with you how they value time part of your questioning process. Ask them early! The sooner you ask them, the more you will be able to leverage their response and craft a solution to fit their needs.
Focus your selling process on providing the customer with more time, and you’ll soon find yourself having more money.
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
