The Three Cup System for Selling

Sometimes, the genius managed hosting service selling anything is breaking it down to the simplest concept. I was having a conversation with a prospect when they asked me how much Montana Lemon Laws automated selling system cost. If you are in Marketing, you know that is a buying signal. It is Gourmet Food Gift Baskets a critical point in the Marketing process. The goal at that point, is to keep them interested. Keep them talkking. You want to learn car insurance lady much as you can about them, their situation donate your vehicle how your services can assist them. You want to build a strong case for your services. We dont want to scare the prospect away with a price point that hasnt been validated as a solution to a challenging problem they have.

I already asked enough questions to estimate they are a good prospect. I just needed more information to build a case for my selling solution. I briefly explained how my automated selling system would increase Marketing. They fit my typical profile and appeared very interested. They also wanted to know how much it cost. My answer was simple. I said, You can enjoy that automated selling system for less than a cup of coffee a day. I then asked my next probing question about their current Marketing plan. It was as well early to get into the value topic.

If you enjoy the dark brew, you know that a cup of coffee ranges all over the place. You also know that it depends upon where, what blend and what size cup you order. That cup of coffee could range from $2.50 to $5.50 or more. What is important is to satisfy the initial curiosity of the prospect. Because they can relate to the coffee example, it usually fits a perceived low budget, everyday purchase. More importantly, they remain interested.

How to Lose a Sale Blurt Your Price as well Early

I believe, if I had blurted out the estimated cost of my selling system, in real dollars, they would have made a quick value judgment that my services and system are as well high. If I cannot develop a case for the advantages my selling system provides, I cannot sell my system to anyone. I need information from my prospects to share the clear facts about my system. When a prospect understands they can accomplish 10 times more than they are now and be in more selling opportunities, they become very interested. If you sell a value added service, you know what Im talking about.

Incidentally, a prospect can finance my investment development services, which automates the selling process, works with ACT or Outlook, for one to five cups of coffee a day. that is a value investment my clients are very happy to make. They are happy because of the advantage they get over their competition. However, they only comprehend the value of my services when I am able to show them how it will impact them. I can only gain a clear understanding of their situation, if I ask good questions and discover their pain in selling. It all comes down to value.

When you are confronted with the question of, how much is your system, break it down to a simple factor they can relate to. You wont scare them off and you will have a better opportunity to build a case for a wise investment in your services. It works for me, it can work for you.

Steve Martinez is the leading authority on automating and systematizing the selling process for the Printing Industry. His business, Selling Magic, LLC teaches investment how to simplify, balance and automate the complex selling process. www.sellingmagic.comwww.sellingmagic.com