This is an interesting exercise for new salespeople and also for those who are more experienced. It reminds you why prospects could and should do business with YOU. You will build four (4) short lists that will help you clarify your unique sales value proposition, and close more sales. Grab a notebook or legal pad and let’s get started.

The four lists are:

• 3 Reasons To Use My Company
• 3 Reasons To Use My Product / Service
• 3 Reasons To Buy From ME
• 3 Reasons To Make A Decision TODAY

As you build the first three lists, you will pull information from your existing sales presentations, and possible add some new material. If you are newer to sales, or to selling your existing offering, the first list is very important, because it helps you to build credibility. The second list deals with what you sell. The third list details why YOU are the very best resource to help your prospect solve the problems for which your product / service is a solution. This is your Unique Selling Proposition! The fourth list becomes a summary close to help you ask for the order. (You should always have three to five solid closes that you can use as the situation dictates.)

While this exercise may seem basic, simple, and common sense, that is its beauty. Take a few moments to remind yourself why your prospects should buy from YOU; why they DESERVE you!

Good selling!

This entry was posted on Monday, February 19th, 2007 at 6:52 am and is filed under Sales Ideas. You can leave a response, or trackback from your own site.