It has been said that “Sex, Money and Religion drive all actions of mankind.” Most people won’t argue with that.
But here, we’re just going to talk about money.
Especially in B2B selling, understanding the power of money as a motivator is often the key to unlocking the buying vault in your customer’s brain.
Sales professionals who have a keen sense and focus on following the money have a distinct advantage over those who don’t. It allows them to become much more than salespeople. It offers them the opportunity to step into the role of a business advisor, consultant, and/or mentor.
The best sales professionals are the ones who look at the financial impact involved in making a decision. They are able to paint a clear picture that the prospect can understand and identify with. They are able to convert the statements a customer makes into the financial impact of moving forward or not moving forward.
In other words, simply put…
- How much money is being lost because you don’t use my product/service?
- How much money can be gained by having it and using it?
Business owners and executives are keenly focused on the money and the bottom line. By being able to relate to this fact and find an effective way to tie your product/service to that bottom line in a positive way, you create a much more compelling reason in their minds to move forward.
By positioning yourself as a sales representative, you become just another form of commodity and you almost always risk losing the sale to a cheaper price.
But, by positioning yourself as a trusted business advisor and effectively building a financial case for business solutions that will ultimately affect the bottom line, you set yourself apart from the competition and stand a much better chance of being successful.
And…speaking of bottom lines….learn to follow the money and YOURS will look much better in the long run. I guarantee it!
What are your thoughts on following the money? Please share your comments and experiences below!