Those of you who have read our sales and marketing tips book Sell More & Work Less are familiar with the question: Would you buy it if the cost was $1? This an easy question to ask that usually elicits a candid response. It is a great way to begin asking the “hard questions” in the sales process.
If the answer is no, the conversation is over. You have failed to convey the value of your solution, and the prospect does not believe it would help them – even at a nominal cost. If you cannot give it away, stop trying to sell it. Bow out gracefully and try to learn something from your experience. Inquire about why your solution did not appear to meet needs or where your ROI scenario broke down. Leave with knowledge instead of nothing.
If the answer is yes, then you have an opportunity. The prospect sees a potential fit and some level of value. You may have a deal coming if you are able to able find terms that work for both parties. You will also quickly uncover the purchasing process and the authority of your contact. The answers you hear will often begin with “yes, but…” – and that is a good thing. You now know what challenge you need to overcome to earn the business.
Originally Posted on September 18, 2012 by John Scranton