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.
When a business prospect or high-end consumer asks for more detailed information, you may put together a package of your standard materials tailored to the prospect’s general needs as you understand them. A component of almost every literature kit is the cover letter. Here are the errors made in most sales cover letters and how easily they are corrected to make your sales literature package a valuable selling tool.
Nobody wakes up in the morning saying to themselves, “I sure hope I get a couple of cold sales calls today.” But business owners and managers do need new ideas. Many of them will give you at least a few moments of phone or face-to-face time if you understand their working schedules and avoid their busiest days and times.
When we lose a deal, we often think of the loss as our being beaten by a competitor having a better product, better price or some other tangible advantage. And those are certainly important criteria for sales wins. But equally important – often more important – are the intangible buyer needs. The salesperson who best understands and meets those needs is often the winner.
Most of us have multiple names: Our legal name on our driver’s license and passport, what family members call us, nicknames among our closest friends, and perhaps others for various business situations. People are offended when we don’t use their names the way they prefer, so you need to listen carefully to get this detail right.
Whether in work, sports, friendships or family matters, the best outcomes always come from teamwork. Each individual has needs they must express and ideas on how to achieve the best outcomes; this is a well-understood truth. But achieving real collaboration this way can be difficult. Here are ideas on how you can achieve greater results when you collaborate with your customers.
As a sales professional, you know the importance of translating the Features of your solution into Benefits. But how well those benefits are perceived by your customers depends a great deal on the way you communicate them. That’s where the value of good storytelling comes in, leading to your closing more sales.
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.
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.
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.