When you’re marketing products or services to businesses, the decision-maker’s main concern is always going to be the bottom line and whether your product or service makes or saves them money.
Business productivity is a great topic to include in your sales presentations. Who doesn’t want their staff members to be more productive?
With some products such as software, increasing productivity is a given–after the learning curve has been completed with training. However, with other products, it may not be so obvious that they’ll positively impact the productivity level of the company.
When you’re marketing products or services to businesses, the decision-maker’s main concern is always going to be the bottom line and whether your product or service makes or saves them money. If your product does not clearly and specifically make or save businesses money, the business-productivity close can help decision-makers view your product from a different perspective — that of having greater job satisfaction among their employees.
I developed the business productivity close for products such as company-provided health insurance, retirement programs, and other benefits. It’s also a good one to use with office equipment, fleet vehicles–anything the staff members will use in the course of their jobs.
Here’s a sample of what you might say:
“Ms. Decision-maker, what I am offering is not just an outstanding product and great service. When you own/implement ________, you’ll also see a boost in employee morale. Haven’t you noticed that anything new increases job interest and excitement in your employees? Excitement increases morale. And, increased morale improves productivity. So, I guess what I’m asking you to consider is, what is an increase in productivity worth to you?”
What happens when you say those words is that the decision-maker starts envisioning their employees with more smiles on their faces, a little lift in their steps, and a general raise in the level of the entire company’s energy for getting things accomplished. Work on including a reference to business productivity in your sales presentations. You’ll be glad you did.
About the author
Tom Hopkins is world-renowned as an expert and authority on the subject of selling.…