Sales Training Tip #217: The Problem with Labor


In today’s marketplace, attracting and retaining quality employees has never been more difficult.  If you’re selling B to B, make sure your proposal includes how you can help the customer with this problem.  (B to C proposals can emphasize how to more efficiently use time.)
This issue is only going to grow in importance.  Every time I turn around, another client is approaching me about the problem they’re having finding and retaining people.  You’ll never go wrong when you present the labor issue as a reason the prospect should buy your products / services.   The best way to do this is by asking the client a “pain-oriented” question that gets them thinking about their own employees.  Once you get them talking about their personal circumstances with employees, you can begin to drive it home by asking follow-up questions designed to get the prospect thinking very deeply about their situation.

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