No. 4 – ARE YOUR SALES VISITS CONVERSATIONS OR INTERROGATIONS?

How many sales visits do you make where YOU do all the talking? Especially on a first appointment, ask open questions how, what, why, where, when, who and then listen. Open questions make the customer talk, get descriptive answers and let you uncover their needs easily. Closed questions will you, would you, do you, did you and have you typically get "yes" or "no" answers and the sales visit quickly degenerates into an interrogation. The rapport breaks down, you make your pitch too early and before you really understand the customer's needs, you lose the order and the customer misses out on the benefits you could have delivered.

Posted in Weekly Sales Tips.

No. 3 – THE CONFUSION BETWEEN ACTIVITY AND RESULTS!

Advancement any action you or your customer takes that moves you nearer to the order. Continuation sales activity but no progress towards winning the order.
 
In reality how many of your sales calls and visits are continuation calls? OK, so you cannot expect the order on every call you make but you can move things along. Set an objective for every customer, prospect or client engagement. Develop commitment questions that advance the sale but are non threatening. "What do I have to do to get the order" is a little aggressive for some people. Try "What's the next step?", "Where do we go from here?", "Who else do we need to involve to move ahead on this?"

Posted in Weekly Sales Tips.

No. 2 – DON’T INTRODUCE COST AS A PROBLEM!

When presenting your pricing or your fees don't use the word cost. Especially in the current economic climate, if you talk cost the prospect thinks cost. Your prospect is "investing" in your services or products because they will get a return on the spend. Never have a section of a proposal titled costs, always call this section "Your investment in [product / service] and the return". Never put "costing details" as an email subject line. Sounds crass, silly, nitpicking? Try it you will be amazed at the difference and the positive tone of the interaction with prospects and clients. More info on handling pricing and proving ROI.

Posted in Weekly Sales Tips.

No. 1 – IF A PROPOSAL IS WORTH WRITING THEN IT’S WORTH PRESENTING!

Does your sales process mean giving your prospect a written proposal? Then present it in person, don't send it. You should use a proposal to close the order not open the sale, this means you need to be there. If a visit is not practical, arrange a set time to telephone and with the prospect on the line email your proposal, present it and then ask for the order. More info on proposal writing.

Posted in Weekly Sales Tips.

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