28 More

Posted by Jack Derby, Head Coach on Thu, Nov 18, 2010

With 28 more days in the year to actually close deals, if you’re having trouble getting to Mr/Ms Decision Maker, take a hard look at the messaging that you’ve been using. Think about all of those voicemails, emails, and marketing messages that you’ve been hitting the Decision Maker with, and ask yourself the simple, objective question of … “So What?”  If you were sitting in their seat, is the messaging that you’re hearing definitive in terms of the actual value that your product or service is going to provide them when they buy? Or is it just a list of cuter, quicker, smaller, cheaper features.

If you’re not getting through and the sands of 28 days are shifting away from you, try updating your Value Proposition with a big emphasis on the VALUE to them. And put it into tangible and hopefully quantitative terms. Click on here and take a look for some quick tips: Better Value Props.

Also you noticed that I did this in a Brainshark format which combines PowerPoint and audio.  I could have also added video if I wanted.   Just a different way of messaging which may have been just enough of a specific difference that it got the attention of Mr/Ms Decision Maker.  Also, when you clicked on just now, I received an email on my phone that noted that you took a look at this, how long you viewed it, and if you forwarded it on to someone else, it gives me their info also.  Perfect for tracking down who the Decision Makers are getting into their decision tree.   You might want to try a free myBrainshark just by going to their site and signing up.  It might be that unique delivery mechanism that makes a difference.  Anything to make your messaging stand out with only 28 days left in the year to close.

Good Selling !

Tags: sales productivity, sales, sales management, selling, sales optomization, Sales quota