Here’s a sample of what you might say:

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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.

“Ms. Decision-maker, what I am offering is not just an outstanding tunisia telegram data 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.The 4th quarter has ended. If you’re like me, you’re looking for ways to create and capitalize on opportunities in the first quarter of the new year.

Here are the six key principles that I’ve decided to focus on. I’m confident they could help you and your team win more business!

Stop dropping your price!
Dropping your prices is one of the easiest ways to try and win business when times are tough. Although price concessions can be valuable in winning key opportunities, they can easily become a crutch that masks other problems. When you sell on price you are simply renting the customer’s business, when you sell on value you own it. Work on communicating value with each and every touch point. Why, given all of the competitive alternatives available, should this customer want to do business with you now?