You didn’t qualify the prospect very well, did you? OK, what do you do now?
Category: Sales Tips
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
Without clear sales goals, how far can a rep expect to go? Not that far. Reps need to have clearly defined achievements they are striving for; otherwise, they’ll fall short.
Your sales call script is ready, and your confidence is high. The only problem? You reach voicemail. You call back…voicemail. Instead of throwing up your hands in frustration and stammering out a message, you can salvage your attempts.
As if presenting isn’t nerve-wracking enough, the traditional Q&A session that follows can be even more stressful. Because you don’t know what will be asked, it’s difficult to anticipate questions (and come up with articulate, smart responses).
“Sorry to bother you.” This simple polite phrase is very common, especially among salespeople. But, one sales professional believes saying it has become a bad habit.
Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call.
What is your usual course of action when a prospective client asks you to bring your price down? Do you give up on the sale? Cave and give them a price below what you know your product or service is worth? If so, it’s time to step up for yourself and what you’re selling.