There are hard ways to increase sales
and then there are easy ways I personally prefer easy ways this in fact reminds me of one of my favorite clients
Danny Danny sells Software to
Enterprises and
For a bunch of years his sales were stagnant for about three years in a row
Before we ultimately met and with one weird little trick
We were able to increase his
annual sales
By [thirty] [nine] percent in just that first year the awesome thing is that it was easy to do
He didn't have to work more. He didn't have to make more calls or even do anything [difficult]
So would you like to know what we did to increase his sales by [39%] in this video
I'm going to show you the one weird trick that increases sales by
39% check it out
So before [I] actually show you this trick I?
want to set some context most [salespeople] are creating their own problems by
revealing price without creating context by which to
Even justify that price in the first place and so the trick I call
Discovering the Delta the first part of discovering the Delta starts by learning about your prospects key challenges
pertaining to what your solution solves so for example if
You sold something that's solved let's say operational challenges
I would want you to spend the first part of the conversation with the prospect really digging into those
operational Challenges understanding
all about those challenges
why they exist what they've done to try to fix them in the past and
Really determine that those are key challenges that they want to solve once you have those challenges in place
Now it's time to discover the Delta the first piece of that is
Asking the total cost of those challenges so a simple question might be
George I really appreciate your telling me about these challenges
What would you say this challenge costs you by learning the cost of those?
Challenges now you're starting to actually create
[value] in this sales process and
Maybe you're starting to understand what I mean by Delta at this point
The Delta is the distance between where they are right now and where they'd [like] to be?
The cost of those challenges is the Delta if we go back to the example of solving operational challenges
Let's say you're asking about your prospects challenges
And they tell you oh well you know these challenges are costing us at least five million dollars now
That's the Delta that's the value that your solution is going to create in the eyes of your prospect
You'll notice you didn't throw out that number you got them to throw out that number
That's how we're creating value
And that's how we got danny ultimately to create way more value in the sale
and then the last key piece of this process of
Discovering the Delta is now
It's time to get a budget to fix those challenges [so] [with] Danny now that we spent time to understand what those challenges [cost]
Then it becomes time to find out what the budget is of that prospect to fix those problems [so] again if the challenge cost five
Million dollars you might ask a budget question like George so tell me based on this five million Dollar challenge
What could you imagine investing in order to solve that issue? Can you see what I did?
I just created so much context by which a prospect can now pull together a budget
Chances are you've asked for a budget in the past
But I would guess that very few [salespeople] have provided that [kind] of context to
create a
Reasonable answer for a budget by then asking that budget question the prospect is now coming up
with their own budget and
You've helped create that context with that five million dollar number or whatever the number is this is how
We are able to dramatically increase
the size of a typical sale
And at the same time you're going to increase the likelihood that they're going to see value in your solution in the first place
Because you didn't just throw out a price that to the prospect is going to seem arbitrary
This is the process of creating
value in the sale, or
identifying the Delta so there is the one weird trick that increases sales by
39 percent now of course is it definitely going to increase your sales by 39 percent?
It's a tough number to be exact about but I would challenge you that if you actually use this approach
You are going to see a dramatic increase in yourself. [I] want to hear from you
Have you ever used any trick like this before [if] so?
what was the result be sure to share in the [comment] section below and I'll
Respond to every single comment that I can get to and if you enjoyed this video, then I have an incredible free ebook on
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you