What is The Capability Statement?
This statement can include the primary interest, cites the specific solution and appeal to the personal and business motives of the buyer(s). Done well, a capability statement may be all you need to secure the sale.
- Use the buyer's name
- Identify the product you recommend
- Reference their primary interest
- Cite criteria and considerations
- Appeal to motives
- Trial close
Capability Statement Example
"Terry and Les (names), based on my research and what you told me, I'm confident that our Topol system (product) is the best solution for you and your company. It will give your people instant access to the information they need to make informed decisions (primary interest) without your guidance. The system allows people to change parameters immediately (criteria) based on current data. This will help them take more ownership of the process (considerations) and become problem solvers."Once you are free of making these decisions, (motives) Terry will be more able to focus on building your c-learning system, and Les can devote more energy to developing up your satellite branches. You'll both be free of these headaches and able to get your business on the cutting edge. And won't it be nice to be home with your young children and not wince when the phone rings? (trial close) What do you think?"
0 comments:
Post a Comment