The challenge is the same for every salesperson: What it will take to capture the customer’s imagination and allow you and your solutions stand out among the competition? Is it product features? Is it price? Is it how long your company has been in business? Maybe, but mostly it is the personal qualities that you, as a sale pro, bring to the relationship.
STRONG CLOSER Weekly Sales Builders – April 13, 2021
- What are the Best Ways for You to Stand Above Competition?
- Become a Proactive Listener to Sell More, Coach Better and Win Big – Part 2
- How to Sell to Eight Different Classes of Clients
- Four Dangerous Selling Words That Kill Customer Relationships
- Performance-Based Sales Incentives Propel Your Business to New Heights
- Use Publicity to Recession-Proof Your Business
- Seize the Selling Power of “I Don’t Know”
- Five Mistakes Salespeople Make When They Write
Do you think you’re a masterful listener? While you may demonstrate sparkles of listening brilliance at times, it’s important to be mindful of the common traps to avoid that will sabotage your communication, relationships and results.
All clients are important. But your most important clients are those who currently purchase the most or have the potential to do so in the future. They know they are valuable to the salespeople who call on them, and they expect you to work extra hard to meet all of their needs.
Many words and phrases communicate your belief that a certain course of action is a good one: “I think,” “you might want to consider,” or “I have not had much success with.” But when you cross the line into speaking or writing absolutes, especially these four dangerous selling words, you will likely face strong pushback.
Performance-based sales incentive plans fail when your sales team perceives them as arbitrary, unfair and unachievable. But when the sales reps themselves are involved in creating the plan and believe it is fair to both them and the company, their focus turns to achieving the goals they set themselves.
Many companies make the mistake of cutting back on marketing efforts during an economic downturn, and we are in the midst of one of the worst of these. While businesses and individuals have delayed on many of their purchases, they are certainly thinking ahead to “when this is over.” So you must keep delivering positive impressions.
FROM THE STRONG CLOSER ARCHIVES
Clear, thoughtful, professional communication is every bit as important to sales success as having the best company, products, service and value. Sales reps are the faces and voices of their companies. But for many salespeople, the quality and tone of their writing reduces the superior company image they need to project.