“Three Tips for Selling Today!”

Recently we were approached by a local media staging company (that shall remain nameless) to quote us on an upcoming event that we will be having in March. The salesperson was well spoken and articulated very well what she and her organization would be able to do for our company. However, this salesperson missed these three very important tips that we would like to share with you.

First, (this is by far one of the most important steps) set an agenda for the meeting. What is the reason for getting together? What is the discussion going to entail? What should the prospect have prepared for the meeting? So many sales people go into meetings with a ton of mutual mystification. They assume that what they are going to present is what the prospect is looking to see.

Second, get your prospects talking. Salespeople generally love to talk about the product or service that they are selling. Resist the urge. You may have heard the saying before, “ask questions, better yet ask open ended questions”. The way to ensure the question is open ended is to begin with an interrogative, Who, What, Where, When, Why or How. If you are starting your questions with anything else you are probably getting very short answers.

Lastly, get a clear understanding of what your next steps are. So many times salespeople will leave meetings with an idea of what next steps are; unfortunately they learn later that their idea of next steps and their prospect’s idea of next steps are not close to the same. Far too often the salesperson thinks they are moving closer to a deal and the prospect is just glad the meeting is over!

Want to learn more! Control your sales calls by calling (440)575-7000.

Are You Easy to Do Business With?

It is an interesting question, not just from a customer service perspective but every aspect of doing business. Do you make it easy for your customers, and even prospects, to do business with you? Many successful companies and individuals have determined it may be largely about managing expectations.

For example, when someone calls your voicemail, do they have a sense of when you're going to be available, or do they just leave a message hoping you're going to call them back? When you call and leave somebody else a voicemail, are you clear when you are available for a return call?

Do people within your organization make it easy to do business with your customers? For example, if someone were to call and ask for you, are they told no, he's not in, would you like his voicemail? Or do they say, sorry he's not available, but is there something I could help you with?

At every layer of the customer/prospect relationship, there are a multitude of opportunities to make it easy to do business with you. When they're sitting in your lobby, does your receptionist ask "Do you need to go somewhere else after this meeting?" "Or do you need directions to your next meeting?" When talking with colleagues, do you recommend books, or do you give them to the client? Do you say you ought to go check out this web site, or do you copy and paste it into an e-mail and send it to them saying here's the web site I was telling you about?

Success in sales is often determined by what you do and how far you exceed the customer's expectations. What little things are you doing to make it easy to do business with you? Ask yourself that question or call Sales Concepts at 440-575-7000 for help with some new and different ideas.

"Don't Beg, Get Invited In!"

Unfortunately, the pressure on salespeople to get in front of prospects can be overwhelming. As a result, most salespeople will do or say almost anything to win an appointment, even beg.

Lines such as, “I am going to be in your area on Wednesday morning and I just want to drop off some information” or “Is Tuesday morning or Thursday afternoon better for you” have become all too common.

What is the result? Salespeople continually arrive at their destination and find the prospect is not in, or refuses to see them. Even when the prospect graces us with their presence they are often short and disinterested. Are we there for the wrong reason?

Successful salespeople have learned how to help the prospect discover they need to see them. Unless your prospect really needs your product or service, unless they have a real problem, should you even spend the time?

Think about this before you make your next sales call, or ask for help from Sales Concepts at 440-575-7000.

'When to Close?"

Many salespeople have attempted to master the art of “closing”. What should be said, how do you say it, and most importantly when is the right time to try and close.

Unfortunately, many salespeople are missing the point. The problem is never when to close…it is whether ot not the prospect is ready to be closed.

First, does the salesperson even know the real reasons why the prospect wants to buy?

Second, has the salesperson heard the budget his or her prospect is ready to spend, and is it enough to afford their product or service?

Finally, can the salesperson clearly articulate how, when, and by whom this decision is really going to be made?

When you have established all three of these criteria, then and only then is it time to start closing. Once your prosect has commited to make a decision, show them how your product or service will fill their needs and they will often close themselves.

Remember, get an answer to all these questions, then you will know, “When to Close”. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.