The old adage - "People do business with someone they like and trust" rings true as you navigate a new relationship with your prospect. Trust built over time is the foundation for a longstanding mutually-beneficial relationship. Early in the sales process you will need to figure out what 'personally' motivates your prospect to do business with you.
"If this project is successful - I will get a promotion and a bigger bonus", "I will have more time for life/work balance because this product/service will streamline my workload", "My boss will get off my back", "I will be able to get home early to see my family" - finding this important bit of information in our sales process - is quite easy. If you get queasy asking direct questions you may be challenged by the approach.
Just ask, "What's in it for you if this project is successful? Perhaps "What changes do you foresee in your life once we finish this project?.
A key component of a successful sale is making sure that you always consider the personal impact to your prospect. The trust you will gain by doing so will be the building blocks for that trusted relationship that will bear fruit for a long time.
Monday, August 17, 2009
Tuesday, August 11, 2009
It's Summertime and the Selling is Easy.....!
PSP Quick Hit:
I have heard throughout the summer months from other sales professionals - "Why bother calling a prospect...chances are he/she is on vacation", Or "It is unbelievably slow right now". This is the common mantra heard throughout the sales valley like the summer cicada's song.
Most executives/prospects are not getting bothered by the numerous sales calls in the summer - don't you think this would be a good time to call? I do! They are not all on vacation!
You are not competing with the throngs of sales folks during the cool months. The executive may have more time for you. What a great way to fill the pipeline for a successful 4th quarter!
I have heard throughout the summer months from other sales professionals - "Why bother calling a prospect...chances are he/she is on vacation", Or "It is unbelievably slow right now". This is the common mantra heard throughout the sales valley like the summer cicada's song.
Most executives/prospects are not getting bothered by the numerous sales calls in the summer - don't you think this would be a good time to call? I do! They are not all on vacation!
You are not competing with the throngs of sales folks during the cool months. The executive may have more time for you. What a great way to fill the pipeline for a successful 4th quarter!
Monday, August 3, 2009
800 lb. Gorilla In the Room!
He's gonna eat your lunch and wreak havoc on the inevitable close! Have you ever been in a sales situation where it seems that there is always an issue or someone that is the hidden objection that you fail to uncover? The procurement VP sits quiet in the corner of the room and does not utter a word. There is an unstated objection that goes uncovered until the last minute...the 800 lb. showstopper!
I have found, and perhaps delight, in finding and taming the 800lb gorilla...er...I mean objection. If you do not catch it early the probability of closing this new prospect becomes diminished. One method I use is to continually ask the question - " Have you heard anything or seen anything to this point that does not sit well with you? Direct a pointed question to the quiet guy in the room - "Does this make sense to you?
Be prepared for the uncomfortable silence in the room - then the inevitable blind-sided question, concern, or complete shut down of the discussion. I would rather nip this gorilla in the bud earlier than later - your boss, your pipeline and shareholders will thank you for it!
I have found, and perhaps delight, in finding and taming the 800lb gorilla...er...I mean objection. If you do not catch it early the probability of closing this new prospect becomes diminished. One method I use is to continually ask the question - " Have you heard anything or seen anything to this point that does not sit well with you? Direct a pointed question to the quiet guy in the room - "Does this make sense to you?
Be prepared for the uncomfortable silence in the room - then the inevitable blind-sided question, concern, or complete shut down of the discussion. I would rather nip this gorilla in the bud earlier than later - your boss, your pipeline and shareholders will thank you for it!
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