Water Well Journal
Issue link: http://read.dmtmag.com/i/617280
an insight, a value proposition. Frame it in a unique and relevant way that in- trigues your prospect and makes them want to hear more. Tip #3: Competing with the status quo Move prospects off the status quo by exploring the real and potential impact of the status quo. For example, what is the long-term impact of not replacing an old water well system? Paint a clear picture that con- trasts the customer's current state and what a new and improved future could look like. To really shift a buyer's perspective, however, nothing beats the power of stories. The right story can challenge your listener's thinking, open their mind, and soften resistance—in a way listing a bunch of facts simply cannot. So what's the bottom line? No matter how great your product or service is, if you're still using selling techniques that were developed before the words "smart" and "phone" joined and became a noun— you're at a distinct competitive disadvantage! WWJ Julie Hansen is a professional sales trainer, speaker, and author. She authored the book ACT Like a Sales Pro in 2011 and has been featured in Selling Power, Entrepreneur, and Sales and Service Excellence magazines. She can be reached at julie@actingforsales.com and www.actingfor sales.com. Systems e ater W of Radon in Residential W Reducing Problematic Concentrations pr jo e G Practice ell ions om N es fr tic ac r e with 18 b ob sit es ior r er et sup A. NGWA ed est suggest b ults on the d NG Do y b De g/BSP A.or GWA.or opies our c wnload y o es of er pr t a oundw y gr oundw or gr esigned f . y. da o s t . ssionals essionals of er pr t a w The Groundwater NGW Association A SM WA Twitter @WaterWellJournl WWJ January 2016 47 e n e g ig li ll e t n In r e te a Wa l p m Si • • • • m Pro r e te a Wa r o fo ce n l e v e l r te a w t c ta n o c n o N v o c e R , n w o d w a r D , c ti Sta ffe e e r o m r te a w th i w l a e D g n i n n a l p r te a W te a l u m r o F te a r u c c A s ts ls a n o ssi e fe o n e m e r u s a e m e m u l o V , w o l F , y r e y l e v ti c e s e i g te a tr s g Reliable c fi ti n e i c s o n e . w w w c fi ti n e i c s o n e @ s e l a s 6 9 7 -3 3 0 -8 8 8 -8 1 m o c . m o c . c 6