Open With Empathy & Follow Up With Logic
- How happy are you with the current revenue numbers of your business?
- What have you done to increase those numbers in the past?
- What if I could show you a way how to increase those numbers?
Quality of Life Determines Value
Closing with this as your final step in your value proposition is like the cherry on top of your favorite ice cream sundae. You can present hard numbers as to what the value you bring will be to the customer, but if you stop there…you’re probably not going to close the deal.
You all may think I’ve fallen out of the clouds about not talking about my product at this point. Here’s the last point I want to make about “Bringing Value,” – when trying to work with new physician customers: what do you think they (physician customers) hear all day long from reps just like you? Here it is: “Let me tell you all about our new product,” or, “Let me tell you why our product is better than our competitor’s product,” or, “Let me tell you about a new study with our product.”