Sales Hot Button: Are "Savings" Profits?
Sales Hot Button: Are "Savings" Profits?
No doubt, during the sales process, you want to find your client's hot button. Their true need. Most books or articles I read suggest the one hot button to press is PROFIT.
One of my products reduces energy consumption. That reduction results in a sizable savings on my client's operational costs. Does that "savings" translate into profit?
Another product, a high-tech security camera system, not only records criminal activity in high resolution, but it also monitors staff interaction with customers. It can be used as a sales training tool. This can reduce training time, and costs, if used effectively. Is that "savings" a profit?
If PROFIT is a sales hot button, how do you translate "savings" into a profit?
No doubt, during the sales process, you want to find your client's hot button. Their true need. Most books or articles I read suggest the one hot button to press is PROFIT.
One of my products reduces energy consumption. That reduction results in a sizable savings on my client's operational costs. Does that "savings" translate into profit?
Another product, a high-tech security camera system, not only records criminal activity in high resolution, but it also monitors staff interaction with customers. It can be used as a sales training tool. This can reduce training time, and costs, if used effectively. Is that "savings" a profit?
If PROFIT is a sales hot button, how do you translate "savings" into a profit?
Comments