One boss I had years ago faced a big challenge. He needed to connect with the buildings and grounds employees he’d just been assigned to supervise. How was he going to understand those grievances if he spent most work days buttoned up in meetings in the executive wing? Simple.
If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.
Is one of your team members in your office again? Is this the same team member who has been complaining about the same issue for months?
Let me ask you a question: What’s the one thing you can do in the next 12 months that will dramatically impact sales?
What do both your sales wins and losses have in common? You! Reps are ultimately the key to their own success. Selling the most impressive product or service doesn’t always win the sale. But, an excellent sales experience can.
In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.
If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.
If you were a professional jazz musician you would work on your craft. However, as a jazz musician, when you get into the performance, you must be able to improvise.