Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level
So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as “powerful” so they must be new, since you haven’t heard them before. Perhaps, these words are a deceptive trick that hypnotizes prospects into pulling out their credit card to buy from you.
Well, these two words are not ones that you can ever say to a prospect, but they are guaranteed to drive your revenue and income. Yes, you read correctly…guaranteed. Who would be crazy enough to say “guaranteed” about two little words? Well, it’s not crazy. In my travels working with thousands of sales professionals, I’ve found a common thread in those who are tremendously successful. That thread comes down to two words on which they base their entire sales career.
Many think that the rock star sales people are born with a gift of gab and that makes them a success. Not true, these two words can be taught to any sales person and they can effectively include them in their selling repertoire.
Enough mystery, the two most powerful sales words are synergy and priority.
Synergy is the process by which matches between the needs of a prospect and the capabilities of the supplier are identified. Synergy means you are crafting a solution, not pitching wares. Synergy means you understand the buying players as individuals, not just their company. Keep in mind that, to date, a company has never bought anything…people do.
To master synergy, there are a few actions that need to be taken. The first is to study your buying players and make sure you fully understand them and what makes them tick. As they lie in bed at night thinking about their work, where is their mind focused? If your buying player is a CFO, he is probably focused on profits. How does your solution help the profitability of the company?
The second is to fully study your company and understand its capabilities. What is it that your company does that solves the awake-at-night problems for your buying players? If you cannot identify these synergies, now you know why you cannot get meetings with the people you want to engage. Your solution has to be congruent with their focus.
The third action is to develop a template needs analysis program that includes questions that expose the prospects’ perceived challenges and positioning questions that expose opportunities where your firm can improve upon the present situation. This part takes work, but it becomes the foundation for your sales success. Needs analysis, also two words, drives sales.
In my keynote speech, I use a Velcro metaphor to make the point about synergy. As you know, there are two sides of Velcro the cotton side and the hook side. If you evenly overlay the two sides, there is a tight bond and it is difficult to separate the two pieces. If you only match a corner, it is easily separated. Synergy in sales means that you are forming a tight bond between a supplier and a prospect based on a match of needs, wants, and desires. As you can imagine, the needs analysis discussions are critical to a sales person’s ability to identify the synergy. And, needs analysis plays a role with the other most powerful sales word…priority.
Priority is what leads a prospect to buy today, not tomorrow, not in the future…today! Synergy gets the prospect into the pipeline. Priority leads a prospect to become a client. The same tools earlier referenced for synergy are also necessary for priority. A sales person’s ability to facilitate effective needs analysis discussions are the key to mastering priority.
“Why should they buy this today when they can just as easily buy tomorrow?” Sure, there are motivators that can be employed…discounts, incentives, etc. However, if you truly understand your prospect, their challenges, and the solution, you are armed with the information you need to get the deal done without those motivators being offered. Priority’s arch enemy is status quo…and don’t under-estimate the power that it has. It is the number one killer of sales pipelines. Status quo will win every time if you don’t have the information you need to understand why the buyer should buy today.
Ah, but the decision maker is a busy person…”She is a heavily influential person in the company and it will be difficult to get her attention.” Bet I can get your attention. Imagine you checked your email and you see a note from your CEO who wants to meet with you at 1:15pm tomorrow to discuss tripling your salary. You won’t even check your calendar before responding, “I’ll be there!” Making money is a priority for you. All else gets cast aside when someone wants to put more money in your pocket.
The same concept applies to sales. If the solution that you have designed is aligned with the priorities of the decision making buying player, the deal happens. If not, status quo will win it.
Need help profiling your buying players? Send me an email and I’ll send you my Buying Players Worksheet. This will become the most powerful sales tool that you have ever had in your hands…and you will come to master the two most powerful words that drive sales. Two more powerful words…Go Sell!
Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is a columnist for Sales and Marketing Management Magazine and SalesforceXP Magazine. Look for Lee’s new book in 2010 titled, “The Sales Marriage” where he shares the secrets to hiring the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.