Remember the buyer owes you nothing, and that includes answers to your questions. As a salesperson, you have to earn the right to ask questions and so you must build the trust that will encourage buyers to answer freely and in detail. Focus more in early meetings on how you can help and, in particular, on the information [...]
The following questions will help you to identify and address a buyer’s needs: • What does the buyer want to achieve? • What does the buyer’s company want to achieve? • What are the key business drivers in this area? • What is the underlying opportunity, or challenge facing the business? How big is it? How [...]
Nobody wants to be sold to. Yes, people need to buy things and making the right choice is getting more and more difficult. But, for most buyers the fewer sales people they have to meet the better. Experts, on the other hand, are always welcome. So, too are trusted advisors. It is with these people that buyers [...]
We spent a morning with a sales team recently, sharing tips and techniques to make their sales efforts more successful. Most of it was pretty straight forward and uncontroversial. Then we delivered the counter intuitive, but vitally important ‘stop selling’ advice. Eyebrows were raised! ‘Stop selling!’ may certainly sound like strange advice, however [...]
Salespeople are often caught in a difficult position when it comes to being completely honest with the customer. For example, the buyer asks about certain product functionality that is not yet available. The functionality is under development, or it will be developed if the customer signs the order. However, the buyer has asked a straight- forward question, “Does the product [...]
What reason do we have for prospects to want to meet with you, particularly in advance of going to tender? What information, insights, or other value will they get in return? A Reward For Meeting You The reality is the most buyers are poorly rewarded for the time they spend with sales people, listening to [...]
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]
The reality is the most buyers are poorly rewarded for the time they spend with sales people, listening to sales pitches, or viewing sales presentations. With that in mind how are you going to pay the buyer for his or her time in meeting with you? Just what will the reward be? What is Your [...]
Just how many questions can you answer on an initial call, either by phone, or face to face?
Buyers and sellers alike are breathing a sigh of relief as the era of the sales pitch comes to a end. Evidence of the decline can be seen in the growing preference for conversations over presentations as sales people seek to truly engage with potential customers. Don’t Pitch Unless Your Customer is Ready! The sales [...]
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