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.
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.
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.
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.
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?
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.
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.
A sale happens only when you achieve a comprehensive level of agreement with your customer. Some of these may be different than what you think of as necessary points of agreement in the selling process. So it is important for you to understand the Four Agreements that must be achieved for every successful sale.
So much of your time goes into prospecting, and your successful sales career requires you to close a large percentage of your most qualified prospects. And not just close them, but to turn them into loyal customers having great lifetime value to your book of business. Here’s what you must do when some of these valuable prospects go cold.
Your title may be sales manager, but you probably also have a few accounts of your own. Your dual roles – developing and managing others while also being a major-account producer – calls for a difficult balancing act. One that you must master to achieve your total goals.