In This Issue:

• Upcoming eSeminar »
  Escaping the Price Driven Sale
  Wed, 09/12/2007
  2:00 PM US/Eastern
• Free Book Offer »
  Get Paul Cherry’s new book absolutely FREE!
• Free Webinar »
  Questions That Sell…
  Mon, 09/24/2007
  1:00 PM US/Eastern
• Feature Article »
  Get The Stuck Sale Moving

DATE: Mon, 09/24/2007
TIME: 1:00 PM US/Eastern How many times have you called on a customer and realized that nothing you SAY will possibly move him? The reality is that what we say has minimal impact. But when we ask the right QUESTIONS, we’re able to drill down and get to their real motives. More about Questions That Sell »»

What you’ll learn:
Join Paul Cherry and Razi Imam, CEO of Landslide Technologies, discuss how to ask the right questions so you can:

• Build immediate trust with prospects
• Identify the most promising opportunities
• Uncover critical buying needs
• Motivate customers to overcome procrastination
• Position yourself as a trusted business advisor
• Engage higher-level decision-makers and hidden influencers
• Sell at higher profit margins & close more business

Welcome
September 10, 2007 Issue Do your salespeople complain that every important sale is being decided on price alone? Do they cut margins dangerously low to make the sale, even when they know they have the superior offering? Most sales executives, when asked, will say their sales force delivers value. But the reality is, when it comes down to making the sale, most salespeople still sell on price alone.

Hear Paul Cherry explain why it doesn’t have to be that way. He’ll reveal the surprising outcomes of his latest research and describe a proven alternative to the price-driven sale.

Here’s what you’ll learn at this event:

• The dangers of presenting your products and your
  company’s resume as the centerpiece of your value proposition.
• Why offering Customer Value need not be trite or dull.
• How to determine what constitutes value for each customer.
• Why your expertise is the key component of value creation
• Why studying certain kinds of transactions reveal the
  TRUE definition of VALUE.
• The three drivers of customer value, and how to deliver on each.
• Learn more about Escaping The Price-Driven Sale.

By understanding what customers truly value, you can lower the importance of price in your customers’ purchasing decision process. Attend this event and you will come away with specific strategies you can employ now at your organization, to stop selling on price and begin to create real customer value – the kind that increases revenue.

Additional eSeminar Benefits:

• You receive an online interactive PowerPoint presentation
• A downloadable MP3 recording of the live program
• Multiple program delivery & pricing options.
• 50% discount on the next scheduled PBR eSeminar.
• Money-back guarantee.

Got an upcoming sales meeting or association event?
If you’re looking for ideas and sales strategies to help your sellers:
then check with Paul Cherry about keynotes and workshops for your next
event. For more info, send an email to Paul, call 302-478-4443 or visit Performance Based  Results. PBR has made arrangements with Landslide to give you a free copy of Paul Cherry’s Questions That Sell for taking a short live demonstration. Landslide was created FOR salespeople BY salespeople to help increase their sales, leverage their time and boost their income. Just think a virtual sales utopia that goes beyond traditional CRM solutions.

Feature Article When I conduct sales training, the most common problem that comes up is the prospect who won’t make a decision. Of course, we’d all prefer prospects to say yes, but at least when they say no, we can move on. Fence-sitters can take up inordinate amounts of your time and energy, often with little to show at the end.

The problem is, some of the best customers are also slow to decide — especially in the relationship’s initial stages. So how can you sort out the real opportunities from the dead-enders? Try this three-step approach to get the sales process moving — or figure out whether it’s time for you to move on:

AGREE, CLARIFY AND LEGITIMIZE

First you agree with the prospect, then you ask for clarification, and finally, you ask a question designed to uncover whether there’s a legitimate sales opportunity for you. The questions are respectful. The entire process takes only a few minutes, and it can save considerable wheel-spinning — for you and the prospect.

Here are three scenarios showing how it works:

“Send me more information”

It’s hard to know what prospects mean when they tell you this. Some salespeople regard it as a guaranteed blow-off, but real prospects will often start here as well. The only way to find out is to ask!

Agree: “I’d be glad to send you information.”

Clarify: “So that I get you the right information, what specifically are you looking for?”
If the prospect answers using action-oriented words, there’s a good chance this is a genuine opportunity: “We’re looking to achieve … fix … solve …
avoid … improve....” These words suggest that the prospect has already identified his or her problems and accepted that change is necessary. If the prospect says, “Send me whatever you have,” it’s not a real opportunity. Time to move on.

Legitimize: Project your prospect into the future so that she can walk you through the decision-making process; for example: “You’ll receive the information by Monday. Assuming you’ll need some time to look it over, when should I call back to follow up?” Once you have a time frame established, continue: “And assuming you’ve reviewed the information and like what you see, what do you feel would happen next?” The prospect’s answer will give you a clear sense of whether the opportunity is worth investing in.

“I need to talk it over with …”

You can take a similar approach with stalling questions such as “We need to discuss this,” or “I need to think it over.”

Agree: “Of course. I’m happy to hear you’re taking that step. When would be a good time for me to follow up with you?”

Clarify: For “talk it over” prospects, the most important clarifying question is, “Is this something you’re willing to recommend to ____?” If the answer is anything less than an enthusiastic yes, you need to be careful: Is this the person you want to act as your representative within the company? Try to understand any objections or suggest a joint meeting.

Legitimize: “Assuming for a minute that you’re meeting with your boss (board, team leader, etc.), what will you be sharing with him?” Be careful how you ask these questions. The idea isn’t to push prospects into advocating for you, but to find out how they feel. You might, for example, preface your questions by saying, “Just so I can be sure I’ve given you everything you need, let me ask you....”

“Call me back in three months”

Agree: Make sure that you agree to set a specific time for your return call. This increases the odds that you’ll actually reach the person when you call.

Clarify and legitimize: You can often combine these two steps. “So that I can be prepared for my next call to you, can you tell me what will be occurring between now and then?” In other words, find out why the prospect thinks the discussion will be more relevant in three months as opposed to today. If he can’t give you a good answer —
or won’t commit to a specific time for the call — chances are he’s simply putting you off.