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Professional Achievement Group, Inc. | Rockville, MD

Sales Process

Did you ever have a conversation with a prospect who suddenly, and for no apparent reason, became unreceptive to perfectly good advice?

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.

How good would you say you are at listening to your prospects?

Most selling professionals I talk to rate themselves pretty highly in this area. Yet most, sad to say, fail the Tooth Fairy Test.

 

With tough competition, many sales professionals are more tempted to offer discounted prices and fees in an attempt to win the business. Have prospects asked you for discounts, promising to give you the business if the discounts are granted?

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

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”

If you start with the right people…for the right reasons, deal with potential problems in the early stages of the process, rigorously qualify opportunities, and ensure that you and your prospects are on the same page at each stage of the process, you’ll be able to complete the selling process in a shorter period of time… which in turn means more sales… and more profit or commissions.

It is absolutely amazing how many statements a prospect makes that a selling professional will automatically assume are questions and/or objections. In our story, “Your price is too high,” is a statement. It is NOT a question. The selling professional does not have to answer it.


Tim was convinced that if only he could somehow get in front of more prospects, he’d do a lot better. But it was always tough to get anyone to agree to an appointment. He started collecting all the excuses.

Recently, in an initial session with a new client, I asked the owner, sales manager and sales team to individually outline the steps in their selling system and process. I then asked everyone to compare their steps. By now you can guess the outcome of this simple exercise – there were predictable inconsistencies.

Understand that at this point in the conversation, Charles and Ingrid have no idea of what Steve charges nor have they heard from any of his current clients. The most they know about Steve is that someone they appear to trust, Cathy, a prospect who did not buy, felt strongly enough to arrange an appointment. Yet they have just both agreed that Steve could be in their future for at least six months.

sk salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

1. You don’t tightly target your prospects. When business is slow, the temptation to tell your story to whomever will listen is great. After all, talking to someone—anyone—is more productive than sitting at your desk waiting for a potential customer to call. Right?

Sales Is A Game: Are You Playing by Your Rules?

Memorizing trial closes is easy. Using them is even easier. And any salesperson that uses trial closes knows to expect to objections from the prospect. Fully expecting that objections will arise, the salesperson is poised to swoop down and deal with them. And then try another trial close. Around and around in this cycle of trial close, raised objection, answered objection, and back to trial close.

The largest time wasters in any business are those 10 drop-in visits from fellow employees, outside suppliers, and other salespeople. Only about five minutes, at most, of this time is useful for business purposes. The rest is socializing. There is nothing wrong with this. The problem occurs when you have multiple drop-in visits every day.

As professionals that sell, we know that we have to get in front of prospects if we are ever going to have any chance to close a sale. Unfortunately, the pressure on those who sell to get in front of prospects is demanding. Most salespeople will do almost anything to get in front of prospects, often sounding like they're begging for a meeting, such as, “I will be in your area on Wednesday morning and I just want to drop off some information.

How many times have you left a sales call thinking something was going to happen only to find out later that your prospect pulled a vanishing act? Or, maybe you thought you heard the prospect say he was emailing, or faxing, a signed contract, but it never showed up.

Does either Bob or the prospect in the above dialogue have any real idea what the other one is talking about? Or are they both just filling up time with meaningless phrases that sound like there is substance?

We've all been there before - face-to-face with a prospect who demands to know the "bottom line" up front. When you're working with a client or prospect that insists on jumping to the bottom line.

Have you ever received a referral to call someone and when you called, that person wasn't expecting your call and really had no interest?

Today's Sales Brief

Today's Sales Meeting Minute

When you make calls, whether it's a first call to a new prospect, or a service call to an existing customer, the level at which you call in an organization is a reflection of how you see yourself conceptually. If you make sure to meet the president, even if only briefly, then you believe you belong there.

How often has a prospect asked, "Why should we buy from you?" Sounds like an inviting question to allow you the opportunity to describe all of your features, benefits, and knowledge of your products and services. Isn't that exactly what your prospect wants you to do?