Two Days in Three Minutes

“Don't worry about failure. Worry about the chances you miss when you don't even try.”
Staff writer, Wall Street Journal

He says, "What are the very best three tips in your "Selling Against Competition" sales programme, Maitiu?"
I say,"It's all important, nothing in our programme is superfluous."
"I know, I know. But-"
"But, if you don't remember anything else, there are three things that are absolutely essential. If you don't know these three things, and keep at them, you're dead!"

Here, now, for the first time ever, the Three Things You Must Know are revealed:

Ask lots of questions. Even if you don't know which type of question you're asking, keep asking. In successful sales calls, buyers always talk more than sellers.

• Firstly, ask questions to discover what (s)he is doing( or not doing) at present, or what is happening in her business.
• Then, probe to uncover her problems, and develop that until she is squeaking in pain!
• Ask more questions designed to grow both the size and the urgency of the problem in her mind.
• Then ask payoff questions to develop buyer awareness of the value of your solution.

But if you can't remember any of that, keep asking questions anyway. Let the buyers talk, and listen to what they tell you.
Always try to get a committment to move forward to the next step of the sale. Sales calls go nowhere unless the seller has a specific call purpose -BEFOREHAND. Then everything is geared to achieving that purpose during the call. Get a committment from the buyer to take an action that moves the sale forward. It could be introducing the seller to another decision maker in the account, agreeing to a demo, or arranging for the "teccies" from both companies to meet. On each sales call, aim for the highest level of agreement /commitment that you can realistically expect.
Influence decision criteria. It's NOT about the price! Whether they know it or not, buyers always have a list of criteria that they use to evaluate solutions. If the decision is being made by a committee, the list is likely to be a formal document with carefully considered rankings. This is one reason why the deepest discounter doesn't always win: Price is not the top priority for every buyer and every type of purchase. In major account selling, the ability to influence the buyer's criteria rankings is indispensable. If you can show the buyer that they have undervalued criteria in which you excel, you can change the rankings to make your solution more attractive.

The Three Things You Must Know are no substitute for training from a top-notch organisation that specialises in sales performance improvement. If you need the most effective skills and strategy training the industry has to offer, there is One Company Name You Must Know... ;-))

No Substitute for Sales Training
As you can see from reading this article, there are some quick ways to improve your selling. But to change your sales behaviours and achieve lasting success, there is no substitute for our
Unlock your Selling Mind Open Workshop......See details at www.greatexpectationscoaching.com In this intensive integrated 2-day course, you will learn the sales skills that will affect positive behaviour change - giving you the advantage in the sales world
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"In the long run, a short cut seldom is."
Malcolm Forbes

Keep Selling!

Maitiu
http:/www.greatexpectationscoaching.com

CHANGING THE WORLD ONE MIND AT A TIME