When companies are looking to hire new sales people for their organization, most concentrate on hiring the person with the most experience or with a solid history of sales success. As a sales recruiter, our job is to find the best business development, account manager or sales rep for companies. However, many companies are not prepared to make even the best sales person successful once they begin their new sales job.
Many company specific factors go into making sales people successful. Companies who have had a hard time retaining top sales talent usually have a few things in common:
1) A well designed Sales Compensation Plan
2) Ongoing Product and Sales Training
3) Coaching, Mentoring and ongoing support from their Sales Manager
Sales Compensation Plan
From our experience, most small and medium sized businesses do not have a well designed sales compensation plan. We find the plan either too generous for the sales person or too generous for the employer. Either way, if the compensation plan is not set up properly, either your business will suffer or you will not be able to retain good sales people. As a rule of thumb, you should not pay your salespeople more than 20% of gross profit. Any more than that and your business is paying too much.
Ongoing Product & Sales Training
Having worked for and with many large companies and it never ceases to amaze me how during training 90% of the time is allocated to the product. Sales training and the process of how to sell a particular product is usually a small component in corporate training sessions. While product knowledge is important, it is irrelevant if your people do not know how to sell its features and benefits. Invest in ongoing product and sales training to ensure your sales people have up to date knowledge on new products and services and so they have the sales skills to sell it!
Coaching & Mentoring
Hiring a salesperson is a big commitment of time, energy and money. Making a hiring mistake with a sales rep can be costly on all fronts, not to mention opportunity cost, damage to key accounts and missed opportunities. We talk to dozens of sales people on a daily basis and one of the main reasons sales people leave their job is lack of support, coaching and mentoring from their sales manager.
Ensure your sales managers are equipped with the skills to effectively coach and mentor your sales people. Most sales managers are promoted because they were the top sales rep and do not necessarily possess the skills needed to be a coach and mentor. Invest in sales management training for your sales managers to ensure their skills are up to the challenge.
The important thing to remember is that finding a great sales person is only half the battle. You need to invest in their selling skills, product knowledge and their sales managers to ensure you have sales people that are successful and stay with your organization for years to come.
Thursday, January 31, 2008
Leading By Listening And Communication
It seems it is a daily occurrence that people fail to communicate properly at work or home. Most places communication problems breed from ignorant managers, mentors, supervisors and mid-level directors. Credibility goes right out the window when lack of knowledge is exposed by subordinates. The result is a weak comprehension level of productivity from workers.
Listening is as important as speaking or sending a message. Communication involves sending and receiving ideas thoughts and feelings from one person to another person or more. The message is sent in a manner that the sender wants the recipient to hear or receive the meaning in the message. It is up to us to listen and interpret this meaning. If you can't pay attention to detail the indented message is lost.
There are many communication models that can be used and applied in the daily workplace. These models show problems in communication. Most problems start with listening. With communications these models identify listening most important over speaking and sending messages to the receiver. Speakers and receivers both need to listen.
A normal standard with communication models show people filter, identify, and attach meaning and importance to what they are listening to based on their personal interpretation, previous life experiences and relationships with peers. Responses from the communication message come from thoughts extracted from ones mind within milliseconds.
How many times have you experienced the feeling that someone was crazy or boring? It's fair to say this happens on a daily basis. We all know that the world revolves around meetings in the workplace. These are a norm in the office. The intent of meetings is to discuss and brief peers on goals. Everyone knows this isn't always the case. Most of the time nobody really cares and there aren't relevant details about the meeting or goals and standards. So the meeting veers to another direction usually with someone enjoying the sound of their own voice while everyone else is board to tears. Either way we are experiencing a filtration process and rejection of the messages in the meeting being sent.
Surely you have been to a meeting with a long-winded announcement to impress all the attendees. A long introduction soon turns into a boring ignored message by the listeners. But there are many non-verbal messages if the receiver is truly paying attention to detail. Listen with compassion, doing so can help you to relax and keep you patient. Rushing the message can end up rude and take the message in a new unproductive direction.
Listening is can be developed into a powerful skill. Messages are received and filtered based on our own unique thinking process. Our brain interprets the messages based on experiences and other cues, non-verbal, tones and suggestive expressions.
The ability to interpret the message, allows us to determine our responses. It is critical to pay attention to details in the message instead of filtering out too much and missing the true meaning of the message. Listening is a crucial active part in the communication cycle. Body language is the unvoiced communication component the shows volumes of communication for anyone to understand. It's definitely something to pay attention to. Body language is the "spark" of the messages. The more attention one places on the nonverbal such as body language, the more you can be aware of the true meaning of the message.
Listening must be an action by all receivers. There are many barriers that can interrupt or degrade the intended message. Some of these barriers especially external environment sounds, lack of sleep or drowsiness, can hinder this process. Language barriers are a common issue with continental and global communication. It's common knowledge that The English is the standard or international language. The Problem exists is the U.S. Why? Well most countries provide English studies to students. Europeans are known for their ability to speak multiple languages. While they are learning our language are we learning theirs? This surely causes huge language barriers. It seems the US is behind the language curve.
Take control of your listening environment. Establishing a safe, neutral place to hold meetings high importance it should be a common practice to secure the environment. Close doors, and windows, turn off fans and radios. Place signs outside the conference room to let others know to be curious.
Concentration is another variable in the listening equation. Focusing on the main idea, and reading between the lines can make or break a message. Mentally summarize the message in an orderly, realistic manner. Do not judge the message before you understand its meaning. This way you will not react to a message in an unnecessary manner.
Everyone has two ears and a mouth; it's up to us to use them properly. Listening is an active part of the communication process. By paying attention to the details such as body language and sound pitch in the voice of the speaker we can identify and grasp the meaning behind the message. The result will be a positive outcome from the communication process.
Listening is as important as speaking or sending a message. Communication involves sending and receiving ideas thoughts and feelings from one person to another person or more. The message is sent in a manner that the sender wants the recipient to hear or receive the meaning in the message. It is up to us to listen and interpret this meaning. If you can't pay attention to detail the indented message is lost.
There are many communication models that can be used and applied in the daily workplace. These models show problems in communication. Most problems start with listening. With communications these models identify listening most important over speaking and sending messages to the receiver. Speakers and receivers both need to listen.
A normal standard with communication models show people filter, identify, and attach meaning and importance to what they are listening to based on their personal interpretation, previous life experiences and relationships with peers. Responses from the communication message come from thoughts extracted from ones mind within milliseconds.
How many times have you experienced the feeling that someone was crazy or boring? It's fair to say this happens on a daily basis. We all know that the world revolves around meetings in the workplace. These are a norm in the office. The intent of meetings is to discuss and brief peers on goals. Everyone knows this isn't always the case. Most of the time nobody really cares and there aren't relevant details about the meeting or goals and standards. So the meeting veers to another direction usually with someone enjoying the sound of their own voice while everyone else is board to tears. Either way we are experiencing a filtration process and rejection of the messages in the meeting being sent.
Surely you have been to a meeting with a long-winded announcement to impress all the attendees. A long introduction soon turns into a boring ignored message by the listeners. But there are many non-verbal messages if the receiver is truly paying attention to detail. Listen with compassion, doing so can help you to relax and keep you patient. Rushing the message can end up rude and take the message in a new unproductive direction.
Listening is can be developed into a powerful skill. Messages are received and filtered based on our own unique thinking process. Our brain interprets the messages based on experiences and other cues, non-verbal, tones and suggestive expressions.
The ability to interpret the message, allows us to determine our responses. It is critical to pay attention to details in the message instead of filtering out too much and missing the true meaning of the message. Listening is a crucial active part in the communication cycle. Body language is the unvoiced communication component the shows volumes of communication for anyone to understand. It's definitely something to pay attention to. Body language is the "spark" of the messages. The more attention one places on the nonverbal such as body language, the more you can be aware of the true meaning of the message.
Listening must be an action by all receivers. There are many barriers that can interrupt or degrade the intended message. Some of these barriers especially external environment sounds, lack of sleep or drowsiness, can hinder this process. Language barriers are a common issue with continental and global communication. It's common knowledge that The English is the standard or international language. The Problem exists is the U.S. Why? Well most countries provide English studies to students. Europeans are known for their ability to speak multiple languages. While they are learning our language are we learning theirs? This surely causes huge language barriers. It seems the US is behind the language curve.
Take control of your listening environment. Establishing a safe, neutral place to hold meetings high importance it should be a common practice to secure the environment. Close doors, and windows, turn off fans and radios. Place signs outside the conference room to let others know to be curious.
Concentration is another variable in the listening equation. Focusing on the main idea, and reading between the lines can make or break a message. Mentally summarize the message in an orderly, realistic manner. Do not judge the message before you understand its meaning. This way you will not react to a message in an unnecessary manner.
Everyone has two ears and a mouth; it's up to us to use them properly. Listening is an active part of the communication process. By paying attention to the details such as body language and sound pitch in the voice of the speaker we can identify and grasp the meaning behind the message. The result will be a positive outcome from the communication process.
Tuesday, January 29, 2008
How To Guarantee the Positive Attention of Prospective Buyers
How do you feel about telesales? Don't you think, "What an irritation - this salesperson hasn't earned the right to call me, interrupt me and try to sell me something that I can easily buy from any number of trusted friends if I wanted it?" That's exactly how I feel about salespeople who call me up and pitch me on their products and services. There is no reason why I should even consider talking to them, let alone do business with them. And yet, that's how 95% of salespeople operate these days. There is a better way.
Recently, I was interviewed by Heather Vale on her outstanding Success Unwrapped show. She did a wonderful job and she attended my seminar in Toronto last week. She is a Member of the international DollarMakers Joint Venture Forum, and a highly respected businesswoman. When she calls me, how do you think I respond? Very favorably, of course, I want to reciprocate. Right here, she gets exposed to many. She earned the right, impressed me and created massive value for me. Another Champion is Eric Gilbert-Williams, a Member who has contributed significantly to the growth of my business in Ontario. How do think I respond to any requests from Eric?
Whatever you're selling, even if you're selling yourself into a job opportunity, the same principles apply. Guarantee the positive, even eager attention of the person you want to sell to, using these simple guidelines:
1. Get introduced to them by someone whom they know, trust and respect.
2. EARN the right - use the Law of Reciprocity to sow before you attempt to reap. Only the brainless and desperate still believe that works.
3. Know the person to whom you are pitching - do your homework. I have been approached by some geniuses who haven't even taken the time to look at my website before calling me. Then you can push the right buttons and make them an offer they simply can't refuse.
4. Whatever it is you're selling, the person you are approaching has dozens of alternatives. Remember that and be prepared to differentiate yourself by adding massive, unprecedented value.
5. DON'T be CHEAP. Be prepared to spend some money to position and package yourself or you will simply reveal your desperation and ignorance. I had someone ask me to call him back so that he could save on the telephone call!
We live in a dichotomous business world - on the one hand, we have the highly sophisticated, slick approach that is often too well packaged to be believable, and then on the other the hand the coffee-stained, computer printed business card of the MLM'er. By using the above principles, you can elevate yourself to a position where you demand and get the positive attention of those you wish to sell to.
Recently, I was interviewed by Heather Vale on her outstanding Success Unwrapped show. She did a wonderful job and she attended my seminar in Toronto last week. She is a Member of the international DollarMakers Joint Venture Forum, and a highly respected businesswoman. When she calls me, how do you think I respond? Very favorably, of course, I want to reciprocate. Right here, she gets exposed to many. She earned the right, impressed me and created massive value for me. Another Champion is Eric Gilbert-Williams, a Member who has contributed significantly to the growth of my business in Ontario. How do think I respond to any requests from Eric?
Whatever you're selling, even if you're selling yourself into a job opportunity, the same principles apply. Guarantee the positive, even eager attention of the person you want to sell to, using these simple guidelines:
1. Get introduced to them by someone whom they know, trust and respect.
2. EARN the right - use the Law of Reciprocity to sow before you attempt to reap. Only the brainless and desperate still believe that works.
3. Know the person to whom you are pitching - do your homework. I have been approached by some geniuses who haven't even taken the time to look at my website before calling me. Then you can push the right buttons and make them an offer they simply can't refuse.
4. Whatever it is you're selling, the person you are approaching has dozens of alternatives. Remember that and be prepared to differentiate yourself by adding massive, unprecedented value.
5. DON'T be CHEAP. Be prepared to spend some money to position and package yourself or you will simply reveal your desperation and ignorance. I had someone ask me to call him back so that he could save on the telephone call!
We live in a dichotomous business world - on the one hand, we have the highly sophisticated, slick approach that is often too well packaged to be believable, and then on the other the hand the coffee-stained, computer printed business card of the MLM'er. By using the above principles, you can elevate yourself to a position where you demand and get the positive attention of those you wish to sell to.
How To Catch The Interest Of Your Audience
Here are simple tactics for you to generate the leads you need to increase your sales:
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
How To Catch The Interest Of Your Audience
Here are simple tactics for you to generate the leads you need to increase your sales:
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
Monday, January 28, 2008
Best Qualities For Salespeople
Being a salesperson is very much like being a performer on stage. Knowing what kind of person to hire as a salesperson is difficult sometimes; mainly because most people interview well, yet few perform well. To maximize your success in hiring a sales staff, there are some key traits to look for in interviewing.
First, is the individual likable? A salesperson is basically a personality. Fundamentally, the salesperson should be someone who you would like to be the face of the company. In my experience, it doesn't matter if the salesperson is black or white, male or female, fat or thin; what matters is if I would want to spend five minutes speaking to them. Attractiveness counts, of course, but an attractive personality and presentation is much more important. Ensure your new hires are likable folks.
Second, your salespeople need to fundamentally understand the sales transaction enough to close sales. Many salespeople are successful simply because they work in an industry where there is little competition. Others are good at building relationships and this ability carries their sales numbers. However, the best salespeople understand the simple transaction; establish interest, showcase features and benefits, validate yourself and your organization, close.
Third, your salespeople can be formulaic and mechanical, but they won't be winners. The winners believe in a "live without a net" approach to sales. This means the best people have the sales script in their head, but usually operate on an instinctive, personality driven and on-the-spot improvised approach. These people adapt their personality to the individual much like a therapist approaches a patient. Being not only a salesperson, but a partner in the emotional aspect of the transaction is very important. The best salesperson leaves the customer feeling a strong sense of empathy; almost as though they have made a new friend.
Lastly, and probably most important, your salespeople need to be persistent. They need to be so persistent that they never take no for an answer. This means 200 dials instead of 100. This means knocking on doors until one is exhausted. There is always a new prospect to speak with. There is never a time when there is no hope to make a sale. Find your persistent and aggressive people and you will find a quality salesperson.
Overall, these key traits above will be the best traits. Obviously there are exceptions. We have all seen very aggressive and even obnoxious salespeople with strong numbers. We have also seen quiet and shy folks who have a natural sweetness that lends itself to a strong closing ability. Empathy, understanding of the sales transaction, instinctive ability, and persistence; these are the most important factors to seek in your prospective sales representatives.
First, is the individual likable? A salesperson is basically a personality. Fundamentally, the salesperson should be someone who you would like to be the face of the company. In my experience, it doesn't matter if the salesperson is black or white, male or female, fat or thin; what matters is if I would want to spend five minutes speaking to them. Attractiveness counts, of course, but an attractive personality and presentation is much more important. Ensure your new hires are likable folks.
Second, your salespeople need to fundamentally understand the sales transaction enough to close sales. Many salespeople are successful simply because they work in an industry where there is little competition. Others are good at building relationships and this ability carries their sales numbers. However, the best salespeople understand the simple transaction; establish interest, showcase features and benefits, validate yourself and your organization, close.
Third, your salespeople can be formulaic and mechanical, but they won't be winners. The winners believe in a "live without a net" approach to sales. This means the best people have the sales script in their head, but usually operate on an instinctive, personality driven and on-the-spot improvised approach. These people adapt their personality to the individual much like a therapist approaches a patient. Being not only a salesperson, but a partner in the emotional aspect of the transaction is very important. The best salesperson leaves the customer feeling a strong sense of empathy; almost as though they have made a new friend.
Lastly, and probably most important, your salespeople need to be persistent. They need to be so persistent that they never take no for an answer. This means 200 dials instead of 100. This means knocking on doors until one is exhausted. There is always a new prospect to speak with. There is never a time when there is no hope to make a sale. Find your persistent and aggressive people and you will find a quality salesperson.
Overall, these key traits above will be the best traits. Obviously there are exceptions. We have all seen very aggressive and even obnoxious salespeople with strong numbers. We have also seen quiet and shy folks who have a natural sweetness that lends itself to a strong closing ability. Empathy, understanding of the sales transaction, instinctive ability, and persistence; these are the most important factors to seek in your prospective sales representatives.
5 Things To Do Before Asking For The Sal
Closing the sale can make the best of us get sweaty palms. What will happen? Will they say "Yes!" or will they reject your offering? Because this process is so intimidating to many non-trained sales people, it is often botched. Either you go in for the close too quickly, or you never ask for the sale.
Here are five things to discuss with a prospect BEFORE you ask for their business.
1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.
2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.
3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.
4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.
5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.
Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.
Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!
Here are five things to discuss with a prospect BEFORE you ask for their business.
1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.
2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.
3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.
4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.
5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.
Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.
Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!
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