This week I spoke with Mark Sexton co-owner of NVMedTech. NVMedTech is an information security auditing and certification company focused on helping health care practitioners in Nevada contend with the complex new federal regulations concerning information technology and private health information. Mark’s company will do a Risk Analysis Audit that covers all areas of a practice’s operation including: physical, data, personnel, information security, systems and network analyses.
As with most business owners, Mark is good at what he does, but selling isn’t necessarily one of his strengths. Taking the time to learn some sales skills will greatly improve his close ratio. Mark does all the talking on his sales calls because he wants to make sure that the prospect understands what he does. I helped him flip that so the client does most of the talking and he doesn’t “give away the store”.
His question was:
How can I market my services to prospects without giving away too much information?
Here are a few tips for Mark:
- Make a call plan. Write down the questions you want to ask.
- Ask questions. Get the prospect talking so you can learn their needs.
- Once you understand their needs, tell them what you can do to help, not how you will do it.
- Keep in mind the 80-20 rule, the prospect should do 80% of the talking.
- Determine if your service will be a good fit before spending time writing a proposal.
Any more tips for Mark? Please feel free to comment below. Thanks for reading my blog! If you would like more “how to” information about sales please subscribe to my newsletter. If you are facing any obstacles in your business with regards to sales, I welcome your questions. Please contact me at answers@aliceheiman.com or call 775-852-5020.
