If you don’t have clear written goals that you work on every day, you may be a victim of competing priorities and on your way to failure instead of success. If you want to get ahead faster and start making more money sooner, then you need to read this article.
Most people can agree on what Santa Claus looks like – a jolly old man with a big white beard dressed up in a red suit with big black boots. But that depiction of Santa is a modern day creation, the product of advertising.
We tell our customers that they need to be known before they are needed so when a consumer has a triggering event they think of the advertiser first. What are you doing to be known before you are needed? How are you known before a local business owner has an advertising triggering event?
Spike SanteeI Tried Self Promotion Once, It Didn’t Work.
Using the telephone to set appointments can be a challenge because it’s easy for the prospects to dodge our efforts to contact them. They are just dealing with a ‘voice’ on the line so it’s easier for them to just say “no”. Many sales people take this personally and develop a phobia about using the phone that turns into a paralysis.
Successful selling is all about building and nurturing relationships with new prospects. But the field is crowded with other sales people selling the same product as you. The competition seems to be at an all time high. How do you differentiate yourself from the rest of the pack?
It’s Monday morning, Labor Day Weekend. As I sit here relaxing and planning the week to come, I wonder how many people who complain about computer voice tracking are complaining about it today? Not many I would guess. Not today because you get to spend the day at home with your family and friends thanks to technology.
You arrive for the presentation. You set up your materials. You stand and deliver one of your best presentations ever. The prospect nods in agreement throughout. You get positive feedback to all of your trial closes. You feel like the sale is a sure thing. You ask for the order and the prospect says “It’s a great presentation. I need to send it to the Director of Procurement for their approval.”
Your company has been around for a while, in this case, for more than 110 years. You still carry the same products that you once did but you are now facing new competition from places you never imagined. Your customers now have alternatives to what you have to offer from other product categories that satisfy a similar need. How do you remind the consumers that your product, the tried and true product is still the one they should choose? You reposition your product to fit the current paradigm.
You have a prospect you want to see. They represent a good opportunity because they are doing business with your competitors but not with you. Surely you could persuade them to do some business with you if only you could get an appointment to see them. Your product is clearly superior in performance and value but you can’t get in to see them. You’ve them sent letters. You’ve left voice mails. You’ve sent emails. You’ve even dropped by on occasion trying to catch them. But nothing has worked so far. Here is an idea that just might help you get through to that prospect and get that appointment.
When your prospect says “No” to your offer, that is not the end of your selling efforts. When your prospect says “No” to your offer, that is just the beginning of your selling efforts. Your sales job is just getting underway. But now, to take your selling efforts to the next level you must learn how to translate the “No” response you just heard into the real reason the prospect hasn’t yet said “Yes”.