What you say can either help you sell, or cost you the sale. Here are strategies on what to say to sell more. Avoid long openings. Some salespeople think that customers need to get to know them before the customers will buy. Their strategy is to schmooze and get a feel good vibe going. You’re wrong if you think schmoozing is selling. You’re wasting time if that’s all you’re … [Read more...]
Archives for July 2015
4 Questions to Build Trust and Shorten Your Sales Cycle
Sales is about the transfer of trust. Your prospect must have trust in you. You can make it easier and faster for a prospect to trust you by the questions you ask. Question #1. In the unlikely event of an error, how and when would you like to be notified?” Murphy’s Law exists. Things will go wrong. Do you know what your customer wants you to do when things go wrong? Here’s … [Read more...]
How do you know if your sales call is a success?
Your sales call is a success if you make the sale. But what happens if your customer doesn’t buy during your sales call? You still can have a successful sales call even if you don’t make the sale. Set your sales call objective. I have a philosophy about sales call success. It is that your sales call is successful if you meet your sales call objective. What’s a sales call … [Read more...]
What to Include in Your Annual Value Delivery Sales Meeting
1. Present your work. Give a list of all the work you did for the account. Of course this means that you have to keep track of the work you do. Are you keeping track? Now is a good time to start. Here are some ideas of what you can track: • Time you don’t invoice. This could be planning meetings you hold and don’t charge your customer. • Deliveries delays avoided or on time … [Read more...]