Ahh the infamous bottom line question that strikes terror in any newbie sales person - you polished your shoes and your presentation yet before you can crack a smile or a proposal your prospect asks, "So what's the bottom line"?
Anyone in sales training will give you a dozen different ways to sidestep the money question and get back to the job of pre-selling your product. Since the market is turning green, however, there is new way to answer...
Q: What's the bottom line?
A: That depends on how you want your triple bottom line to look.
The prospect will either "get" what you're offering right away or they'll stare at you with a dumbfounded expression, either way you should be ready to show them how your product is going to save them money, save the environment and be a good neighbor to those they do business with around the planet. It takes the "features and benefits" conversation to a whole new Life Cycle Assessment level.
If your product can compete wellin all three areas of the triple bottom line, economics, environment and social equity (and can prove it) you've hit the trifecta of new market sales. You will Win, Place and Show others what a sustainable product looks like in green economy.
If you're really savvy you'll have your sustainable future story together as well - how can you guarantee that this product is no fluke, that it will continue to improve and make their triple bottom line better in the process. You'll also have a promotion plan together to help them help you cross promote the product's use. It's no longer a grab-your-commissions-and-run world.
If you're a sales and marketing manager can your sales force answer the triple bottom line questions as easily as they can answer product specifications and installation concerns?
Do you have a Sustainable Sales Training program? Let us know.
