Book 4. Day 90: New Sales Simplified

How do we justify premium pricing?

Allsafe has a stellar reputation.

Prices are at significant premium but faced regular price-cutting atatcks
from competitors.

What the sales organization needed was:

-a much improved sales story to justify the premium pricing

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.

Here’s the power statement they came up with:

Transitional Phrase and client Issues Addressed.
Building owners look for Allsafe when:

-Facing excessive liability exposure and growing life/safety fears.
-They’ve had it with guards who are poorly trained, unreliable and constantly turning over.
-Continually embarrassed by the image projected by their security personnel.
-Seeking a competitive advantage b yoffering the finest security available to tenants and guest.

What else struck you about the client issues section of the power statement?

Isn’t it interesting that there’s not one single thing about All-safe?

Every single syllable is focused on issue that matter deeply to the prospective customer.

The power in the power statement comes from listing the pains we remove, problems we solve, and the results we help achieve.