Benefits sales technology can help you sell more. It's a proven fact, but unless you've tried the right technology and someone trained you how to make the technology sing like a song bird, you would not know.
Selling with sales technology
Think of it this way: Selling is warfare against your competition. Do you want to go to war with a jack knife or with a quiver of tools? That's what good benefits sales technology does for you. It ignites your prospects and customers about you and your value proposition. It gives you more sales from the calls you make.
Although many sellers have adopted benefit sales technology to become successful, it is probably a fair statement to say that most sellers have not. They still don't have good technology or training to make it come alive in front of a buyer. You don't want to be this person. You have one go around. Why not start a fire under your career and start earning real money?
Perhaps you have benefits sales technology, but somehow it does not help you add new business faster. It could be a change out in technology is in order, but more likely it is your lack of commitment to learn and master the technology as a sales tool. For someone who has not seen gains with sales technology, the attitude is that it doesn't work when, in fact, it probably can work extremely well with the proper training to make the technology work well with prospects.
Training
Today's sophisticated sales technology requires training upfront and periodic training to make you familiar with enhancements and small nuances that can make the difference between a sale and no sale. For that reason, look to sales technology vendors who place a heavy emphasis on training. Selling with technology is a different and better way.
Differentiation
Sales technology does many things, but one must understand the first, and most important, value of benefit sales technology. It is the differentiation it brings you when you present it in your own way with emphasis on your own favorite parts.
Here is the equation for successful selling: You + differentiation + demonstrable value + good salespersonship + close = more sales and more money in less time without working harder. But, it all starts with differentiating yourself with a massive dose of value-add thrown in. That is what you should buy benefit sales technology for; because that is the best way - if not the only way - it will give you a return on investment.
In my opinion, having benefit sales technology has become a must-have for the modern producer. Here is my reasoning: If you have great sales technology your firm will make more money in a shorter time period with an ROI that greatly outstrips the cost. Now, think of the scenario where you do not invest in benefit sales technology and it is highly probable that your competitors do.
Where does that leave you at the point of sale with a buyer? What will you present that will make your sales presentation shout and make you look different than a rate seller? I rest my case - make the investment. The first quarter of 2012 is already in the record books.
Reach Davidson, CEBS, and founder of Davidson Marketing Group and
