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.