If you are reading this, you are a professional salesperson. You learned long ago that truly caring about your customers is your secret to success. So you work hard to build relationships with customers, understand all of their needs and only offer solutions that best fits those needs. Why are many buyers afraid of salespeople?
STRONG CLOSER Weekly Sales Builders – January 19, 2021
- Why Are Buyers Afraid of Salespeople, and How Can You Overcome That Fear?
- Communicating to the Top Purchase Decider
- Ten Strategies for Dealing With Sales Objections
- Stand “Tall” in Sales Management
- Building Lasting Customer Relationships, Part 1
- Don’t Lower Your Price; Give a Little Extra
- Getting Started Right With Your New Referral Prospect
The person you want to sell to is the senior-most decision maker. The person you usually end up speaking with is much farther down the organization. But with the right methods, you can reach, and grab the attention of, the people you most want to sell to – those who just won’t respond to generic communications.
Top sales professionals do not “Handle” objections and they don’t “Overcome” them either. The highest performing reps treat objections as buying signals – questions by interested customers who want you to give them more reasons to make positive decisions.
Some sales managers accomplish much more than their peers. Not because they know more, but because they use more successful processes. And, most of all, they are the ones who understand that building a strong business requires building their people.
Does your business call for long-term repeat purchases, up-sells, cross-sells, or referrals? Of course it does. Every satisfied customer (and even some people who liked you but bought elsewhere) becomes a valuable source of more business. So an important part of everything you do is building long-term customer relationships.
FROM THE STRONG CLOSER ARCHIVES
Receiving a referral from a satisfied customer or business associate is an important first step. But even a strong referral does not guarantee sales success. As with any new prospective customer, the initial steps you take to establish rapport and keep the prospect interested will make all the difference.