What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
Tag: sales tip
I just ran my first race. An 8K (five miles for we anti-metric devotees) road race. I’ve been in sales for 25 years. I’ve been running for six months.
Remember playing I Spy when you were a kid? Before the tablet age, this was a classic parenting tactic to keep children entertained during a long car ride or a grown-up meal in public.
Most sales reps know the importance of building rapport. But many make minimal effort beyond common pleasantries, hoping the value of what they’re selling will carry them on to a sale. This is a big mistake because when it comes down to it, how much the buyer does (or doesn’t) like you will affect the sale.
Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now?
Resilience is a measure of how much you want something and has to do with your emotional strength. For instance, how many cold calls can you make in a row that all turn out to be, “No, thank you.”?
Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you're selling.
After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.
While some prospects may accept a blunt, out-of-left-field request for a sales meeting, most will likely balk at this approach. Reps will have better success scheduling first-time meetings if they warm up prospects first before asking.
You may know your products/services backward and forward, but if you're making these three sales mistakes, you may be sabotaging your sale.
When your need to compete, and be superior to someone else, gets in the way of the best possible outcome for both of you — competition becomes a liability. I'm talking about the kind of person who always needs to be "one up" on other people.