The best sales line in the world is this:
"Please confirm that I understand your business correctly..." [Depending on the type of business you are in, you can change the word "business" to something more pertinent like: requirements, situation, problem, etc.]
These are not my own words. They come from an e-mail written by Scott Cundill (http://www.majesticway.net/). I thought he was so on the money that I asked his permission to share this with acknowledgement.
I often find myself saying to clients "This is how I understand what you have told me. Please stop me if I am getting it wrong ...".
I am an optometrist by training so I know how to take a case history, diagnose and prescribe. I even believe that sales is about meeting a need. However I am not sure that I have really been following the method so I was greatful for Scott's reminder. I hope it helps some of you.
Never, ever begin a sale by blindly listing all the services you offer and then hoping like hell that the client just happens to want one of them. Does a doctor sit back and tell you all the treatments he can offer before he knows what's wrong with you? Of course not!
Think like a doctor!
Diagnose the situation by consulting with the patient, not selling to them. Get them talking about their business or issue - that's what they are passionate about!
• Don't start with an introduction about who you are and where you come from
• Don't use PowerPoint unless you absolutely have to (and only at the end)
• Don't demo a product until you know what problem it will fix!
• Listen, listen, listen... don't talk, talk, talk! (and coming from me, that's a BIG statement!)
Next time you meet with a prospect, try using this killer line. I guarantee you'll see a wonderful change!