SALES TIPS FROM STRONG CLOSER READERS
Customers ultimately have a simple choice: Buy or Don’t buy. Either choice has consequences, so you need to help them think through those consequences.
Do customers lie about their reasons for not buying from you? Is there a real reason why they simply stop talking to you? Maybe. Or possibly they are just afraid to make a decision, or someone else has raised an issue. Or they are busy addressing another issue. Whatever the cause, you cannot just settle for non-responsiveness or even a stated objection without following up to find the real objection.
Getting referrals is one thing; getting the right ones is another matter altogether. The wrong referrals just waste your time following up on situations that will never close. That’s why Targeting is an essential part of your referral sales plan.
Building lasting customer relationships is essential today, but it’s a complex process involving many steps. In this second of a two-article series, Tim talks about building relationships through integrity, professional behavior, managing conflict, interest and concern.
When a customer is making a major purchase decision, especially for something they buy infrequently, there can be substantial decision hesitation. It’s your job to fully understand all of the customer’s needs in order for them to trust you enough to buy.
If you were a truck driver, you’d expect to arrive safely with your cargo about 99% of the time. Same with most other professions. But as a salesperson, you’re lucky to arrive at the close with fewer than 50% of your prospects. That’s why the fear of failure is so pervasive in sales.
The purpose of any sales presentation is to advance customers toward agreement that they should purchase what you are offering. That is your goal. Accomplishing this, of course, requires a great deal of communications skill, as well as a thorough understanding of what will motivate every person on the buying team to choose your solution.