“Give ‘em what they never knew they wanted.” – Diana Vreeland, Former Vogue editor
Have you noticed that sometimes your prospects don’t know what they don’t know? You’ll especially see that time when they don’t want to buy. That’s when your sales job starts. Yes, strategic selling is finding those prospects most likely to want and need your products and services. You also need to recognize that there are more prospects than just your ideal customers who can buy from you. That’s when you need your strategy to give ‘em what they never knew they wanted. Your questioning strategy will get you there. Do you know which questions to ask?
To my newsletter readers: Thank you to all of you and those who send comments. I always enjoy hearing from you!
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Selling Ideas for this Month
“Hi, may I speak with Maura?” was what I heard after I answered the phone and said hello. “Speaking,” I replied. The unknown caller said, “How are you today?” I knew it was a telemarketer, so I said, “Fine, thank you. So what are you selling?” “Oh, nothing!” he said horrified at the idea that he was trying to sell me something. “Well, if that’s the case, thanks for calling.” I hung up. Do you apologize for being in sales?
Are you afraid of sales? There are too many salespeople who think they have to apologize for being in sales. How do you know if you’re one of them? Look at your business card and your title. Does it say sales? I’ll give you a pass if it says Business Development since so many people today now know that those words really do mean that you are in sales. I think that you are afraid of selling if your job title doesn’t have the word sales. Or you could be hiding behind your job title because you have a low opinion of sales. Whichever it is, you are not helping your selling when you have a job title that hides what you’re there to do. There’s no need to apologize for being in sales and there’s no need to hide what your work is either.
What do you say? Some salespeople say things that subtly show others that they’re apologizing for selling. I was in a meeting with a marketing communications specialist. This is a person who knows the power of words. I could have used his services or recommended him to other people I know. This was our first meeting. He asked about my work and how I accomplished my business objectives. I asked him about his clients and his range of services. I saw samples of his work and thought it was good. At the end of the meeting, he concluded it by saying, “Well, I’m not trying to sell you anything.” Oh, really! Why would I want to work with someone to help sell my products and services when he thinks that the purpose of our meeting wasn’t sales? He showed his discomfort for sales by apologizing for it. Never apologize for selling.
What do you think selling is? You have the wrong idea of sales if you think that what you’re doing when you sell to others is manipulation and coercion. Too many salespeople think selling is doing what the stereotypical used car salesman does. That is not selling! It’s simply manipulation and coercion. If anyone did that, they surely should apologize for their behavior. Even better, they shouldn’t be doing it in the first place! Selling is simply helping a customer make a great buying decision. Think about your products and services and the results you produce for your customers. I’m sure you make a difference in their businesses and their lives. Your customers couldn’t achieve those results without your products and services—and your selling.
So the next time someone asks you what you do, I hope you can reply proudly, “I’m in sales.” Then follow with the results of the wonderful work you do. Anything less is an apology for being in sales. Delivering great results for your clients never warrants an apology. If anything, they ‘ll be thanking you for what you do.
So the next time someone asks you what you do, I hope you can reply proudly, “I’m in sales.” Then follow with the results of the wonderful work you do. You didn’t have to apologize to your customers when you delivered those great results. That’s because you are in sales.
Best wishes for your selling success!
1. Look at your business card. Does it clearly say that you are in sales?
2. How do you see your role in selling?
Did You Know?
Here’s a tip this week for your sales success.
So I never assume, here’s a brief list of services I offer.
By hour or by project.
- Plan sales call strategies
- Develop effective proposals that prevent “low price” shoppers from picking your competiton
- Reduce the stress of working for a difficult manager
- Shorten the time for a new hire to be productive
- Design customized selling tablet app
- New ideas to sell more
- Develop questioning strategy to shorten your sales cycle and increase sales
- 90 Day Performance Plan for new sales hires to be productive faster and increase retentionFor info, please see Consulting/Coaching.Call 972 380 0200 for a free initial consultation.
B. Speaking at Sales Meetings to Improve Sales Performance
Present Sales Performance improvement programs at sales meetings and conferences
- Your salespeople lose proposals based on price.
- You have underperforming salespeople.
- Your salespeople have too many deals that they say are closing and they don’t close.
Programs for Your Sales Success
Sell More Now Programs: Selling Strategies to Sell More Now!Your successful selling is more than talking and listening. It’s developing the strategy to get in front of the right customers the easiest and most effective ways. This thoughtful, strategic approach to your selling will shorten your sales cycle and increase the profitability of your business. You will learn to develop your successful selling strategies in this one-hour (approximate) program.You will learn to make strategic decisions that help your customers make a buying decision and see you as the preferred supplier. Your strategy work continues as you demonstrate why they should continue to buy from you. This program will guide you to formulate your sales strategies so you get in front of the right customers, help them make buying decisions faster, and create long-term business relationships.
You will learn:
1. How to get customers to quickly understand that you are the preferred supplier.
2. How to identify the customers you can best serve.
3. How to get customers to come to you.
4. How to avoid wasting time on the wrong prospects.
5. How to be perceived as an expert so customers quickly trust you.
Sell More Now with Mentoray Marketplace
You Can Still Learn!
|On-Line Webinar: Would Have Liked to Know That!: A Salesman’s Guide To Sales Success
If you’re new to sales or thinking about a career in sales, you will want to avoid the setbacks and obstacles that might be part of your career. Selling is a fulfilling yet challenging job. You can learn to maintain the selling attitude you need to thrive. You will learn to focus on the skill that’s most important to sales success (and it’s probably not the one you think.) You will identify the strategies to implement that will lead to your sales success.
On-Line Webinar: Secrets of Persuasion to Sell More Now
Sales professionals who use persuasion and influence get better results in business. This seminar will teach you to identify the behavioral clues you need to effectively
persuade others. You will learn what the clues mean and how to use them with customers to shorten your sales cycle. You will increase your sales when you have the tools to persuade.
You can read my monthly selling column Ask The Sales Pro for SOLD magazine where I answer readers selling questions. You can subscribe to the magazine and read my answers to solve their selling challenges. You can also ask questions! Get answers to your tough selling challenges.
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Written by Maura Schreier-Fleming, Best@Selling (https://www.bestatselling.com). Maura works with business and sales professionals who want to sell more and be more productive at work. She is the author of Real-World Selling for Out-of-this-World Results and Monday Morning Sales Tips.