Dear Visitor:

As global competition continues to intensify, it’s become harder than ever for sales professionals to differentiate their products or services, build trust and get the customer to commit. Furthermore, it is no longer enough to sell just for the sake of making a sale.

Whether you are dealing with the general public or a highly-specialized audience, your goal is to prepare for a variety of sales scenarios, initiate long-lasting professional relationships, and get repeat business.

In rare occasions, closing a sale can be as easy as asking for it. Most of the time, however, the buyer may require a few specific steps in evaluating your product or service. These steps include meetings with colleagues or subordinates, sample evaluations, price negotiations, comparisons to competitive products, reviewing sales literature, and many other activities that will help them make the right decision.

Some business owners, purchasing agents, or financial managers have a lot of experience dealing with sales professionals. Many of them have solid, long-term relationships with existing vendors. They have a decision-making process in place that helps them to avoid impulse decisions, prevent fraud, or include others in the organization. Therefore, your job is to familiarize yourself with the organization’s decision-making process. You should learn everything you can about the prospect - uncover their most important needs, wants and concerns, and clearly identify how your products or services can meet their specific needs.

As a high-performing sales professional, you should be able to demonstrate knowledge and understanding, communicate the value of your service, and effectively handle potential concerns. Make sure you do not come across as a money-driven salesperson, intent on getting your way and increasing your profits…as fast as you can. Not a good idea.

A few valuable suggestions below will move you closer to success, help you achieve your sales goals, and build solid business relationships with your customers.

Qualify your prospect

It is essential to qualify your prospect and ensure that she or he has the power to make a final decision. Sometimes, a prospect’s hesitation may simply indicate that they do not have the authority to sign on the dotted line.  In this case, try to figure out how to include the decision-maker in the sales process and move it forward.

Want to figure out whether you are talking to the RIGHT person? Why don’t you inquire about budgets or past buying decisions. Your contact’s answers may give you the clue…As you already know, you can unearth your prospect’s thought processes by asking specific, thought-provoking and open-ended questions. This way you will be able to gauge their true level of commitment and move the sales process forward.
 

 Describe a similar situation

One thing is for sure: successful salespeople are good storytellers. Relating a story about someone else who was in similar circumstances, can be a highly-effective strategy with certain prospects. Why? Simply because your prospect may strongly identify with that individual. You may tell them about a person who procrastinated in the past, then came to regret it. You can even mention another customer who gained enormously from making an immediate buying decision. Use your imagination. A good story can make quite an impact…

Explain the consequences of sitting on a sale

Some prospects are more afraid of NOT having the benefits of a new product, than they are excited about having the product. Understanding how your product or service will put them on the cutting edge, may compel them to buy. Who wants to be outpaced by their competitors? Obviously, no one. Therefore, for certain prospects, it would be wise to explain what it would cost them NOT to buy your product or service (for example: the costs associated with uninsured accident, a disastrous product launch, or insufficient market research).

Create the WOW factor

Whether you are selling a tangible product or professional services, you should always sell with a high WOW factor. One well-known sales expert suggests that the seller’s personal enthusiasm is the most powerful sales tool, simply because it adds a WOW element to the sales scenario. As a savvy sales professional, strive to make your potential buyers feel special. Make sure that your small prospects feel as important and valuable as your large ones. Whatever it takes, you should find creative ways to sell yourself and keep people coming back for more…. Let me assure you that you will become a master of your sales domain by clearly identifying your WOW factor and creating a WOW reaction in each buyer. Let’s face it: People always respond positively to special treatment.

Complete the process

It goes without saying that “closing” the sale is the stage that every salesperson wants to achieve. With that said, it is critical NOT to ask for the business prematurely - even if you are clearly witnessing physical or verbal cues that indicate interest or readiness to buy (i.e. questions on turnaround time, installation, expected results, product guarantees, delivery schedule, etc). It is important that you stay true to the sales process. In other words, there are a few specific criteria you need to achieve before you can comfortably and confidently ask for the business. Those criteria include:

1. Having a complete understanding of your prospects needs.

2. Providing a customized solution that would address their needs, problems, desires, etc.

3. Confirming with the prospect that they agree with your recommended solution.

If all the criteria have been met, then you can go ahead and ask for their business.

Following up

Don’t forget that good follow-up is crucial and can help convert a higher percentage of valuable sales opportunities. Evidence suggests that many sales people fail to reconnect with a prospect after the initial meeting. It’s one of the most common mistakes they make. Don’t let this oversight derail the sales process and ruin your chances of success. Furthermore, offer to help the buyer with any questions or concerns they may have about your product/service, even after you have made the sale. This simple approach may pay off big time in the future.

We hope the proven strategies above will help you improve results, increase sales and achieve the success you deserve. Good luck with your endeavors!

If you need help with your Marketing or PR projects, please visit

www.kambarian.com  email: angela@kambarian.com or

call (516) 889-8636 today.

Dear Savvy Business Owner:

Let’s face it: Most sales professionals hate dealing with gatekeepers. The reason is obvious – receptionists, administrative assistants or switchboard operators have a few distinct powers and play a pivotal role in every organization.  One of their biggest powers is to connect you with the right person who might be interested in buying your products or services. They control your access and keep your information from getting through to the decision-maker. Their job is to protect a busy boss from unwanted intrusions and constant interruptions.

Guess what: Dealing with assistants takes a great deal of practice and confidence. Even your most powerful solutions will stall in the driveway if you do not learn how to get past the receptionist. Some salespeople still resort to old-style tactics or try to manipulate the person sitting at the front desk. This approach may ruin your chances of making an appointment and even damage your reputation for good.

So, how can your sales team bypass the phone operator or turn the formidable guardian into a selling ally? This should become one of the most critical objectives in your sales career. Those entrusted with guarding the decision-makers you wish to reach, can be your adversaries or allies. It all depends on your approach.

We hope, a few valuable suggestions below will keep you in the driver’s seat and help you turn your efforts directly into sales and profits.

Make it sound like a personal call

In most companies, assistants or receptionists do NOT get a lot of recognition. So, don’t regard them as faceless obstacles that have to be overcome at all costs.  Treat them with utmost respect, dignity and compassion. If you show them the appreciation they deserve, the payoff will be huge. Always keep in mind that they are people with their own personality and unique attributes who have a challenging job to do. You may want to get the name of the assistant and even try to enlist her/him aid when connecting with the person you need. In fact, when you ask someone for help, they feel important. For most people it is not easy to decline the request for help. So, use it to your advantage and pave your way to the decision-maker’s office. Avoid using clichés or following old scripts that are no longer effective. This way you may come across as indistinguishable from your competitors.  Show some personality and use humor to set yourself apart from other callers. Sometimes, all it takes to win a phone operator over is to send her a simple thank-you note after your conversation. Remember: turning gatekeepers into allies can greatly increase your conversion rates and propel your sales career to the next level.

Don’t try to sneak past the gatekeeper

Don’t try to manipulate the gatekeeper or use questionable tactics to get around her/him. This strategy may backfire and put you in an awkward situation…or maybe even cut off your chances of getting through to the person in charge. Actively engage with the gatekeeper, so that they have a positive attitude towards you when you call again. You are unlikely to become the best of friends, but it is always a good idea to build a rapport with the person answering the phone.

Speak with authority

One thing is for sure: Every caller sounds pretty much the same. Therefore, you need to come across as a VIP who does not have a lot of time. The assistant is used to taking instructions from others. If you sound important, speak with authority, and project a great deal of self-confidence and assurance, she may be more likely to put you through. Once the gatekeeper senses that you are at the top of your game, she will not risk offending you by probing too deeply. But if you are nervous, stressed or tense, you will convey these emotions through your voice. This will have a huge impact on how the gatekeeper perceives you.  Any trace of uncertainty in your attitude will damage your credibility and diminish your chances of sales success.

Never sell to the gatekeeper

When you are on the phone with a receptionist, there is no need to divulge more than necessary or go into a presentation. Why? Simply because you may involuntarily turn her into a decision-maker and end up losing the game.  She will either tell you that they are not interested, forward you to someone else or promise to pass the message on. What you can do is mention some of the previous contacts you have made. You don’t have to say anything about selling a product/service.

Learn from the gatekeeper

The fact of the matter is, assistants can be crucial to your information gathering mission. Learn more about the receptionist, her department, recent trends, or some of the major issues the company is facing. We suggest you gather vital information with every call you make. Ask simple and non-intrusive questions or get as much information as you can about the decision-maker, her schedule, etc. You may even gain some insights into the psychological make-up of the person you are trying to reach. You can ask the following questions: “When is the best time to call?”, “How do you pronounce her name?” “What is her preferred method of contact?”, etc. These questions may serve as the groundwork for a successful presentation which may eventually result in a sale.

Conclusion

One thing is for sure – the gatekeeper is NOT your enemy. Seeing the assistant as your biggest adversary will invariably create a psychological barrier that will be difficult, if not impossible, to remove.  Some salespeople do not realize that many assistants are smart, talented and well-educated individuals who are very familiar with the tricks utilized by business professionals. It is always better to engage the gatekeepers as peers who are doing a great job. As a result, they may guide you to make the best impact. Working with assistants can help you in so many ways – in ways you would never expect. Always keep it mind when you start dialing the phone.

Need help with Marketing or PR efforts?

Call (516) 889-8636  or visit www.kambarian.com today.