Most everyone has their own idea for how to sell, but given we are unique individuals, it’s best to create our unique strategic plan. Accordingly, it’s wise to take a step back to consider how we may improve while remaining authentic to our ideals.
Every sales cycle begins with contacting a new prospect. Although many will cringe at the idea, an excellent starting point for the conversation is to ask, in your own words, ‘What caught your attention to take the time to speak with me today?’ The respectful question puts the conversation on a more direct path for it to progress. Accordingly, the relationship begins to authentically build.
Evey idea endures pros and cons; our job is to figure out ‘the why.’ Accordingly, once we establish a sound relationship with a client, it is wise to inquire if they believe we may be missing an element in our approach, conversations, and finalizing the sale. Clients have the inside experience and knowledge about working with us, making them the prime candidates for helping with potential improvements.
The popular motto, ‘Close the Sale,’ often spoken by management, indicates an end-all approach. Many salespeople conclude the sale and take their commission, but never again to enjoy a conversation with their new client. At stake is their need to begin anew the following month. Finding new prospects willing to conclude business month after month becomes highly challenging and stressful. Most often, companies face a high percentage of salespeople quitting, adversely affecting their bottom line.
Mirror the Friendship Process
The friendship process can be a good model for connecting with prospects within appropriate boundaries. Most likely, you found commonalities in interests upfront, with a good friend, that produced stimulating conversations. Upon asking many questions in the early stage of getting to know one another, common interests were found, and relatable stories were shared.
Open the Doors for Possibilities
Upon contacting a new prospect, seek to learn what caught their interest to take the time to meet, and what’s on their mind. At the start, open-ended questions work best. Throughout the conversation, ask more profound questions regarding their past troubling experiences. Doing so will indicate why they contacted you, but further questioning will confirm or revise what you may be thinking.
One goal is to professionally get yourself on the same or similar page regarding understanding each other’s past and desires for the future, including each other’s good and bad experiences. Accordingly, the conversation begins to open the doors of possibilities moving forward. Asking more questions will encourage details on how you may best assist your prospective client.
Larger Companies
Upon enjoying an initial conversation, the representative of a larger company will suggest meeting with formal decision-makers. During the time between appointments, research all you can about the company and the people with whom you are to meet. Upon meeting, your first words are to briefly indicate what impressed you most while reviewing the company history. Accordingly, the ongoing conversations will become more in-depth as you begin to familiarize yourselves with one another.
Adhering to the Agendas
At every turn in the sales cycle, honesty and integrity are at stake. Not every request can be properly fulfilled, and it’s common to overlook a specific request accidentally. An immediate apology and revealing how you will take corrective action are vital. It is the opportunity to demonstrate your integrity and confirms the decision to work together.
Perfection Is Non-Existent
Given our unique experiences, perfection does not exist in the eyes of another. After a sale concludes, it’s wise to ask for the client appraisal of you. Why? Client perception is everything; it will discourage or encourage further business. Your questions will make them realize that you are always on duty to perform your best and are willing to accept suggestions.
Request Suggestions
While it is critical to remain loyal to our ideals, using the collaborative mindset by asking questions can give us exponential possibilities over time. Consider the many suggestions that may come forth for one year and all the future possibilities they may entail. Your future sales can skyrocket by embracing your combined knowledge and that of those you serve.
Sales Headquarters
Sales is a demanding profession in that one hears ‘No’ far more often than they receive a ‘Yes!’ Adding to the pressure is management hounding their representatives to do better. Accordingly, corporate turnover is horrific and adversely affects the bottom line.
Conclusion: Know Your Prospects Well for Sales and Business Growth
A critical question is, ‘What if management were to treat their sales staff as their clientele?’ Instead of hounding the reps for more sales, they would do far better to help them build their unique returning and referring clientele. Accordingly, the sales representatives would silently become their employer’s returning and referring clientele.
For more Insights, visit Elinor’s Amazon Author Page
Communicate to Attract Interest
Client Concerns Come First
Be A Story-Teller
“Believe, Become, Empower”
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Sales Tips: Know Your Prospects Well for Sales and Business Growth
- Commit to your long-term vision for the company and your team.
- Embrace your experience and lessons learned to share with staff, prospects, clientele, and anyone who asks for insights.
- Consider training options available, plus testing to find the better route; feedback helps.
- Keep an eye on thought leaders in your field for new ideas on how you might proceed, and consider private training such as public speaking.
- Never underestimate the novel ideas of anyone.
- Listen carefully to advice and the previous experiences of others to determine what may work best for you.
- Walk away from those who insult you; create a collaborative environment with staff and those you encounter.
- At the end of all communications, ask the other party or people if they have questions to ensure clarification.
- ‘Don’t give up – find a better way!’
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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