SALES TIPS FROM STRONG CLOSER READERS
Many of your prospects may look similar to others you sell to, but every new customer needs to believe they are unique and special, unlike anyone else.
Ask a roomful of salespeople to write down the major factor in their customers’ decisions, and you will hear as many responses as there are people in the room: price, quality, customer service, extensive product line, location, experience, and much more. Yes some salespeople continue to outsell the others even if they are not the best at many of these often-cited factors. Why?
You can’t ask for the order until you tell your story, clearly communicating your understanding of the client’s needs, the solutions you are offering, and why those solutions best address the client’s needs. And you must accomplish all of these things with the space, time slot and participants selected by the customer.
Most of us sell as individuals: I have my territory and you have yours, so we don’t make many sales calls together. For many accounts, and especially the larger deals, this is often a mistake. In Sales Buddy Systems: The Power Of Numbers, we describe how two or more salespeople who have different territories can nonetheless benefit from joint sales efforts.
Everyone feels a need to be appreciated. So you strengthen your relationship with each of your customers when you seize upon the large and small things they do for which you can thank them. The ability to deliver a sincere thank-you is a necessary and powerful tool in your sales kit.
Having a Positive Mental Attitude in sales is essential. But that doesn’t mean we can ignore the many pitfalls that lie along the path to that final “Yes.” Top sales managers teach their reps to shoot for success on every call, while also preparing for all the hurdles that might arise along the way.
Many articles and books about sales, when they get to closing, treat it as an isolated event — the last thing you do in the sale. Tim Connor takes a different view. He believes you lay the groundwork for the close before you even say hello. Learn how to lay the groundwork for closing from the very beginning, and then build momentum toward the inevitable result.