National Sales Center

Learn How Project Management Can Help You Close More Sales.
By, Nick Moreno

Congratulations! You’ve just closed a large sale and now everyone is busy implementing the order. This implementation effort falls under the Project Management umbrella and there’s no room for error. You have one opportunity to get it right and validate your customer’s decision to do business with you. I’m going to show you how you should position Project Management so that it becomes a powerful sales tool that will help you increase sales.

Project Management Is Added Value

We all know how important “Added Value” is to the Sales Process. “Added Value” separates you from the competition and can even be used to justify a higher price. “Added Value” is everything that makes you special. You need to start including Project Management as part of your “Added Value” proposition. When you do, Project Management becomes a powerful sales tool that will help you increase sales.

Too many sales organizations find eighty percent of their Added Value in product features and twenty percent in their customer service. These organizations are overlooking all the Added Value incorporated in their Project Management efforts to implement the order. Here are just some of the Added Value you may be overlooking in your order implementation Project Management.

• Build an account profile in the customer database
  Quality assure the order for accuracy
  Assign a Sales Engineer
  Assign A Customer Service Rep
  Installation planning
  Insure all discounts are applied in billing
  Product testing
  Verify and arrange for shipping
  Product installation
  Arrange for customer training

The above Project Management tasks could go on and on and every task represents Added Value. Project Management is rich in Added Value and needs to be presented as such to every prospect. You never heard this advice in any sales training CD.

Positioning Project Management As Added Value

Too many salespeople tell me they don’t mention Project Management to prospects because the competition offers the same Project Management services. That’s fine but I want you to be the one that firmly presents the Added Value found in your Project Management. In fact, tell every prospect to be cautious about doing business with any company that fails to discuss Project Management in these terms. When you do, you’ll be cashing more commission checks and your competition will be writing more Lost Order Reports.

Take a detailed look at your Project Management and orders implementation activities. Write down every Project Management task and review that list with every prospect. Present each task as a rich piece of Added Value. It’s not only about features and customer service. Project Management must be included in your overall Added Value proposition. With all this added value, why should you ever reduce price?

I just gave you some solid selling techniques on how to position Project Management as a powerful sales tool you can use to close more business. “Selling” is all about sales skills and the top pros are always improving those skills. Stay serious about your career and further develop your sales skills with powerful sales training. You’ll discover new ways to sell like you just did in this piece about Project Management.

I wish you great sales success.

Nick Moreno, Sales Trainer

ADDITIONAL ARTICLES OF INTEREST

Driving Sales The Right Way

Train The Sales Trainer To Improve Effectiveness

Understanding Major Account Sales

Sales Best Practices

How To Improve In Sales

Buy Sales Training And Close More Orders

Key Account Management Advice And Strategies

Tags: added value, process, project management, prospecting, sale, sales, salespeople, sell, Selling, Skills, strategies, success, trainers, training