1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Using poor opening statements. Buyers today want to purchase from people they trust, people they know, and people who excite them. When on the phone, sit up, shoulders back, […]
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is in will help your sales strategy. Deciding to decide. Before customers select a product to purchase, they have to make up their minds to buy in the […]
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sales in which the buyer made a decision similar to the one you need from this buyer. Remember that adults act on precedent. P – Perceived value: Your buyer’s perception of your solution must […]
The jury is out about whether good salespeople like to prospect or can do it well. But the bottom line is that without new business, salespeople are gambling. Here are some ways to go about prospecting successfully. Allow time to prospect. Set aside a fixed number of hours for making cold calls, and stick to this […]
Identify your top priorities. All jobs aren’t equally important, no matter how urgent they may appear. Due date alone is not always an indication of priority. Make a list. Putting all your jobs and their deadlines into chart form helps you weigh one against another when setting priorities. Know how much you have to do […]
