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David Frey's
www.MarketingBestPractices.com
Marketing Newsletter
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WEBINAR ALERT:
"Using Underground (But Easy) Renegade
Tactics to Dominate Google and Crush
Your Competition"
WHEN: Thursday, 3:00PM Eastern
WHAT: Brian Horn, one of the top 5
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explain how to generate website traffic
by dominating your chosen keywords in
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REGISTER:
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TODAY'S ARTICLE:
"How to Close Big Consulting Deals"
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As many of you know, I was a consultant
for a Big Five (it was Big Five at the
time) consulting firm in my former life.
I've sold huge projects to Fortune 500
companies.
It was easy.
Today I want to not only explain to you
how I did it, but I'll give you a sample
dialogue I would use to get C-level
people to say "Yes!" to my proposals.
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Here's the Secret to Closing Big Deals
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The secret to closing big deals is NOT
about what benefits you have to offer
and it's not about how good you are.
It's all about getting your propsect to
realize that they have a BIG, HAIRY,
UGLY, NASTY PROBLEM!
They need to feel the pain and they need
to feel it financially (i.e. in dollars
and cents).
So the secret to closing big deals is to
get your prospect to say, "Yes, I have a
very bad problem and it's costing me a
lot of money and I really need to solve
it quickly."
When you can get your prospect to
confess his problems, you're 80% of the
way to closing the deal.
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The Second Big Closing Secret Is To...
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...is to sell the money.
By that I mean, you need to help your
prospect understand how much he's losing
every day not working with you and then
sell that to him as money he's leaving
on the table that he can have for free.
You can do that by comparing how much it
costs to solve the problem by working
with you to the amount he's losing.
The first step though is to get your
prospect to agree that he has a bad
problem.
Here's a conversation that accomplishes
both of the secrets I've revealed to
you.
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A Sample Sales Conversation...
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CONSULTANT (YOU): So I understand you're
having problems with employee
productivity. Is that right?
PROSPECT: Yes.
CONSULTANT (YOU): At what capacity do
you think they are working at right now?
In other words, do you think they are at
only 70% capacity?
PROSPECT: I would say that my gut tells
me they are working at about a 75%
capacity. I think we can do a lot
better.
CONSULTANT (YOU): If things were rolling
like you want them to, at what capacity
do you think you would envision your
employees working at?
PROSPECT: Hmmm, probably, at least 90%.
CONSULTANT (YOU): Okay, so you're
looking for at least a 15% increase in
productivity and you think that's
achieveable.
PROSPECT: Yes.
CONSULTANT (YOU): How many employees do
you have?
PROSPECT: We have 135 employees.
CONSULTANT (YOU): Okay, what would say
is the average salary of your 135
employees?
PROSPECT: It's around $45,000 a year.
CONSULTANT (YOU): So let's do some math.
If you have 135 employees making an
average of $45,000 a year, that's about
a $6 million dollar payroll. Right?
PROSPECT: Yes.
CONSULTANT (YOU): Okay, if your 135
employees are running at 75% and you
believe they could be running at 90%
with some help, then right now you have
around a $900,000 problem. Right?
(15% x $6 Million = $900K)
I mean, right now, you're probably
losing out on around $900,000 in salary
that you're paying out because your
employees aren't as productive as you
think they could be.
And that figure doesn't take into
account the increase in revenues you're
missing out on because of the lack of
productivity.
So really, you have a minimum $900,000
problem, would you agree.
PROSPECT: Yes, you're probably right.
CONSULTANT (YOU): Mr. Prospect, if I
could show you a way to get your
workforce working at 90% within the next
3 months, and save you upwards of
$900,000 a year, would that be worth at
least $25,000 to you?
PROSPECT: Of course.
CONSULTANT (YOU): Okay, let me explain
how I'm going to help you get there...
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Takeaways From this Conversation
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You'll notice that the first thing I did
was get my prospect to agree that he had
a problem.
The next step was to try to quantify
that problem and put it into DOLLARS.
Very important!
Once I did that, it's easy to sell your
solution because now you're selling the
ability to collect money for free.
Who wouldn't want that?
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Want More Unique Ideas Like This One?
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This is just one of the hundreds of
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(paste the link into your browser)
In this program you'll discover...
1. How a Small Town Tennessee Consultant
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of the Search Engines
2. How to Identify and Quickly Penetrate
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3. How to Build Your Own
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Consulting Business from Scratch
Without Any Prior Experience
Go to...
http://www.TheConsultingMasters.com
(paste the link into your browser)
Have a successful week.
David
P.S. I run a marketing company but you
probably didn't know I also run a very
lucrative home business. I'm looking for
a few partners.
If you're interested, watch this brief
video message.
http://www.MyUltimateHomeBusiness.com
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David Frey is the CEO of
MarketingBestPractices.com and
the author of the Small Business
Marketing Bible.
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Marketing Best Practices Inc.
306 W. Edgewood Dr. Suite F,
Friendswood, TX 77546
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