Saturday, 10 December 2011

How The Best Salespeople Make The Sale.

How The Best Salespeople Make The Sale














There are a lot of misconceptions about how to sell effectively. Some people dive in with just one goal in mind: to close the deal. Others wing it and hope that their charm, talent and knowledge of the product or service they are pushing will get them the sale. A few salespeople even think the best thing is to call a prospect repeatedly until they get an answer. Wrong. Sales pros talk about how the best salespeople make the sale.

1. Finding The Appropriate Prospect

Sales coach and author Wendy Weiss, also known as The Queen of Cold Calling, says the best salespeople dedicate a lot of time to the process upfront. “Many salespeople are so fixated on the end result—closing the sale—that they neglect the important initial steps.”
Use that time to find the appropriate client for the product or service you’re selling, Weiss says. “If you’re not talking to a qualified prospect, the chances of anyone turning into a customer in the end are very minimal.”


2.Reaching Out To The Prospect

 

After you have found the perfect prospect and have researched their business, it becomes time to reach out. “You have to understand your audience prior to getting on the phone and continue learning about them as you go along,” says Paul Castain, a vice president at Castain Training Systems. “Once you make the first call, find out their preferred way to communicate, and use that throughout the rest of the process.”
It’s not just about how you reach out to the prospect; it’s also about when you do it.
“Approach them before they are in buying mode,” Weiss suggests. “You will become their trusted advisor. They will get to know you and feel comfortable with you, and when they are ready to buy, you will be the first person they think of.” This also will minimize the pressure on both ends.


3. Meeting The Prospect

 

Call and ask for a face-to-face meeting. If that’s not possible, schedule a phone conversation to have an in-depth discussion about how your product or service can help the prospect. “This is where most sales people make the mistake of focusing on making the sale,” Weiss says. “You can’t go from ‘hello’ to closing the deal. There needs to be a discussion.” Use that time to build the relationship and figure out what the prospective client wants or needs.


4. Making A Plan

 

“At the end of the meeting, get some agreement from the prospect about what will happen next,” Weiss says. “A lot of salespeople leave things very open.” Get a sense of whether or not they are interested in moving forward. Ask if they would like to meet again. Find out when they plan to have a decision for you, and set up a follow-up call.
“I like to give myself and the client homework,” Castain says. “I’ll say, ‘This is what I am going to do between now and when we speak next. It would be great if you could do this other thing.’ That will keep you on their mind.”

5. Waiting For Their Decision

The prospect will need some time to make a decision. Although persistence is important, you don’t want to hound them.
“Don’t keep calling if they aren’t responding,” Castain says. “Get creative. Send them a cookie with a note that says, ‘I want to take a bite out of your business.’”
If you’ve reached out numerous times in various ways and they aren’t responding, leave a message thanking them for their time, and let them know you will call again next quarter, Weiss suggests. “Leave it open. A lot of times they will call you back after you leave that message.”


6. Dealing With Rejection

 

If the prospect gives you a firm ‘no,’ find out why. Ask what went wrong. Many salespeople will feel disheartened and rejected, and walk away. “You need to know why the sale didn’t happen,” Weiss says. Maybe it was just bad timing, in which case you may be able to reach out again in the future.
Castain says the best salespeople turn rejection into a learning experience. “The really good ones don’t regard ‘no’ as a door slammed shut for eternity. They view it as a ‘not now,’ and they find out why now isn’t a good time. When you ask, don’t make them feel like they are being put on trial. You don’t want them to shut down and get defensive. Be gentle.”


7. Closing The Deal

 

Don’t think your work is done once you close a deal. “Thank the new client for their business and talk about what went well and why they chose to buy from you,’” Weiss says.
A lot of salespeople get the commission check and say, “Okay, next,” Castain says, but the best ones then position themselves as a resource. “Offer your client ideas that don’t benefit you or your business in any way, and find ways to make your client look like a rock star. Everyone needs some good press these days, and this can show them that you really care about them.”

Source: http://www.forbes.com/pictures/efkk45fiff/how-the-best-salespeople-make-the-sale

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