New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by MIKE WEINBERG

Author:MIKE WEINBERG [WEINBERG, MIKE]
Language: eng
Format: mobi, azw3
Publisher: Amacom - A
Published: 2012-09-03T14:00:00+00:00

I might choose to include an offering or two and possibly one differentiator, but I would stop there in an e-mail. You could follow up with a second e-mail a week later. This time repeat just one of the same client issues from the first e-mail and pick out a different issue from your power statement to go with it.

In the next chapter there’s a section dedicated to creating a mini power statement to use when proactively telephoning prospects. Strong talking points are an effective confidence booster for sales reps who are scared to call prospects on the phone. Not only can we arm the salesperson with a superb mini power statement, but the balance of the full version is available as a resource if the phone call develops into a full-blown sales conversation.

A completed power statement also serves as a perfect guide to craft probing questions for the discovery part of our sales calls. Start with the bullet points you wrote describing the client issues you address, then turn them around by rephrasing the statements as questions. Using Allsafe Security as the example, here are some easily created open-ended, issue-seeking questions:

What do you wish your current security system could do that it isn’t doing now?

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