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The Philosophy of Selling to Save, Time, Trouble and/or Money.

May 16, 2018

If you do not know how to save a prospect time, trouble, or money with your product and service than you should not even be in the door.  I cannot tell you how many people I have mentioned this too.  I still hear from sales people I worked with 20 and 30 years ago that still mention TTM (Time, trouble, and money).  To many times I have heard sales people talk about features and benefits.  The benefits always somehow come down to dollars.  Although this makes good sense.  A sales person really needs to understand how their product for a particular prospect saves time, trouble, and money (TTM).  It can be different for each company you are dealing with.  However, if you want them to buy, it really comes down to this simple acronym.  And when I say money, I am not referring to just the COST of a product or service.  Usually the cost of a product or service are minor to the overall cost of an operation.  However, buyers will always use the excuse “The price is to high”.  That’s because the solution has not been expressed in the very simple terms of TTM

As an example, the product you are selling is a commodity.  What different ways can you save a customer TTM without lowering your price? Try and quantify with some number either dollars, time, or a percentage on what you can save a customer.  Try and at least quantify 2 out of 3 TTM’s.  Probably if you have done 2 you really have 3. If your TTM is not greater than 10 times the cost of your product than you do not have a sale.   Some initial thoughts are as follows:

1.       Smaller order requirements

2.       Shorter lead times

3.       Faster delivery

4.       Extended payment terms

5.       Faster throughput

6.       Less errors in production

7.       Less waste

8.       More yield

9.       Portion controlled packaging

10.   Less waste

11.    Energy cost savings

 

I am sure there are many more examples.  Please share and let’s discuss.  You can either e-mail (allan@salescoachaz.com ) call 480-220-4296 or make your comments below:

2 Comments leave one →
  1. Martin Potnick permalink
    May 16, 2018 6:01 pm

    Wow, this’ll be a fun one to reply and see the feedback you get.
    But I have to make sure when I sit down, I have plenty of time to think of some of my experiences
    to be able to properly share the TTM approach.

    When I’ve stated I can pair about any sale to TTM, it has sometimes started an active debate as to why a client has bought.
    I’ll try and share with a bit of detail in a more formal reply on your site.
    It’s one of the processes you’ve taught me I’ve more than accepted, often relayed, and embraced whole heartedly.

    I’m still going to get you to write the book with me. ☺

    MMXVIII-Reply /Forward from:
    Martin Potnick
    Project Manager
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    mpotnick@nvie.nevada.edu
    Cell: 775-339-1175 / Office: 775-445-3328
    Visit our NEW Website: http://www.NevadaIE.com

    • May 17, 2018 7:18 am

      Good to hear from you Marty. I am presently finishing up a book on Sales Management. Tara Majuta, who has helped me write this book wants me to write another on TTM. Perhaps you can be my co-author.

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