Successful sales professionals, and their managers, are never satisfied. Yesterday’s major achievements are today’s performance standards, and surpassing quota is the expectation, not the exception. As old methods become commoditized and ineffective, new creative sales techniques are needed more than ever.
What new creative sales techniques are you using to remain relevant?
As a leadership keynote speaker, I often speak to successful sales teams looking to gain an edge over their competition. I recently spoke at a sales kickoff for a wildly successful company that has experienced double-digit growth for 23-years (wow, right?!) and shared with them how to make better decisions to boost sales.
After my keynote, one of the super-star sales reps asked me how to continue exceeding quota without burning out. I answered, “You have to decide what your ‘irresistible offer’ is.” That is, no matter whether you’re selling a product or a service, you have to create an offer so irresistible that it is super easy for the prospect to do business with you. This does NOT mean giving your product or service away for free or at a reduced rate. It means that you add so much VALUE, that the prospect would be crazy not do business with you.
3 Simple Steps to Develop Your Irresistible Offer
Step 1. Ensure your client is getting at least 10x, 20x, or preferably 100x value for what they are paying for your product or service. For example, when I keynote an event, I ensure the organization that hired me will get at least 7-figures of value (100x my speaking fee) from the practical decision-making knowledge, tools, and leadership techniques that I provide the audience.
+++What value does your current offer provide your prospects? How can you ensure it provides at least 100x value in an innovative and memorable way?+++
Step 2. Apply the K.I.S.S. principle: Keep it simple, salespeople! You have a micro-second to ensure the 100x value you offer your distracted clients is easily understood and digested. Make sure your written and spoken sales proposals clearly, concisely, and confidently convey the 100x value you provide.
+++Look at your current sales proposals. How can you make it clearer, more concise, and confidently convey 100x value?+++
Step 3. Ensure your offer is all about the client — not you or your company. Make sure your irresistible offer viscerally shows the client how their business and/or personal life will be transformed by your 100x value-adding product or service.
+++Do your current sales proposals talk more about you or the client? How can you restate your proposal so it is focussed on the client and shows them how they will gain 100x value from doing business with you?+++
Otherwise, without an irresistible offer, you and your entire sales team spend untold time, energy, and effort trying to convince and/or force the client to buy from you. This leads to burnout, frustration, and resignation in even the most successful sales professionals.
If you have questions, comments, or other innovative ways to create an irresistible offer, leave a comment below or hit me up on Twitter @mpveltri. I’d love to hear from you!
Drawing inspiration from his knock-down-drag-out fight with cancer, nationwide bestselling author and multiple Diamond Club award winning sales professional, Michael Veltri, has created a new and powerful model of decision-making success that leads to unprecedented sales results. In his energizing and inspiring keynotes, Michael teaches sales professionals how to surpass expectations — both their own and their organization’s — while crushing quota and achieving peak performance with balance. Not burnout. Learn more at: https://michaelveltri.com/keynote-speaker