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Professional Achievement Group, Inc. | Rockville, MD

Sales Process

Are you displaying too much "magic" in your sales presentations?

How many times have prospects told you, “I need more time to make a decision”? Too many?

Many selling professionals are of the mindset that it’s inappropriate to ask clients for referrals until after the clients have experienced the outcomes promised by the product or service. Their thinking is that if they deliver the intended outcomes, and do so in an exceptional manner, clients will be more willing to provide a name or two when asked.

Prospects often hide the real intent of their questions. Here's an approach for getting the clarity you deserve before you answer.

Have you ever sat in front of a prospect and thought you should say something – but didn't?

If you’re like most of us, the answer to that question is “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale.

Sometimes selling professionals are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?  Maybe, maybe not.

Quick! What is the best sales presentation you’ll ever give? Were you stumped for a moment? Don’t feel bad. It was a trick question!

We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a ‘go-to’ move in this situation, something we do consistently, as part of a process. So - does that ‘go-to’ move exist?

Have you ever had a selling opportunity that seemed to be headed toward a win - and then lost the deal when you found out that you and the prospect had different ideas of what was really under discussion?.

One of David Sandler’s classic selling rules sounds like a bit of a riddle when you first hear it: “Don’t buy back tomorrow the product or service you sold today.” Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?