After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.
Category: Solving/Collaborating the Buyer
To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.
You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.
Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.
Although there are many sales strategies out there, a good amount can be traced back to the Universal Buying Cycle. Created by the Floriss Group’s James Rores, the cycle is based on the observation that every potential buyer has to answer four questions before they can make a decision.
No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.
Your client has called an urgent meeting with you, indicating that something is wrong. You rush over, and, instead of explaining the situation to you and asking for your advice, they tell you a solution they already have in mind. Should you take that request at face value?
It’s happened. One of your clients is upset. How you handle bad situations is going to determine whether your client will decide to continue giving you their business.
Have you been looking for a way to make your sales pitches more powerful? You might want to consider throwing in some thought-provoking questions that put you directly in the mindset of the prospect.
“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.
Mountain climbing certainly isn’t for everyone. The fear of heights and the sheer difficulty of scaling giant peaks are enough to deter most from even considering the sport. But, even if you’ve never tried it, you can still apply lessons from mountain climbing to your own sales career.