In my early corporate days, Management would complain that salespeople were “leaving money on the table”.
I asked what they meant in order to learn how not to do the same.
The answer addressed problems found and solutions learned were:
Those new to the business of selling are so scared of not being successful that when the possibility of making a sale comes about they jump at it without giving the situation any thought. The motto, “Patience is a virtue,” comes into play in the sales arena.
During your first meeting through the last, use question and answer to get the full picture of where your prospect is at that moment in time.
Next, ask where they are headed and how they plan to get there. This will give you insight to possible solutions and additional opportunities. Successful meetings should begin with, “The last time we spoke, you indicated… Has anything changed?”
When presenting to a lead, and after providing an overview, relay how their situation gave you additional ideas and solutions. Then ask one by one if the options would be of interest.
Let’s pause for a moment to consider why options should be presented upon every request.
When you offer only one possibility, you have only a 50-50 likelihood of hearing Yes! Add just one more options, you now have 66% chance of hearing yes. While “No” is always one of the options, preparing multiple solutions will increase your odds of closing.
To increase your odds every time you are presented with a request for proposal, add in options as appropriate. The number of options to present is dependent upon how complex a service you are providing and your prospects needs. Should there be multiple components to each possibility, stop at three options — not to overwhelm.
The format when quoting options should be simple to read.
On the other hand, should your products and services be very easy to comprehend, such as offering a book, you may offer up to five choices. Once again, offer the least expensive first. The person determining which to choose will be appreciative that the flow is easy to read.
Please note the importance of always speaking to the specific request first.
Once you address this, then you are at liberty to offer alternative ideas. Applying the above principles, you will stand a far better chance of coming to agreeable terms as well as enjoying a very Smooth Sale!
by Elinor Stutz
http://www.futuresimple.com/
I asked what they meant in order to learn how not to do the same.
The answer addressed problems found and solutions learned were:
1. PROBLEM: The sale contained no profit margin.
When you make a presentation to a prospect, state unequivocally that you may not be the least expensive solution but give the valid reasons illustrating value. Showing value builds profit into every sale.2. PROBLEM: Only one solution was offered.
Listen carefully to ALL of your prospects needs and pain points. Stay tuned in for additional possibilities and opportunities that arise. When the time is right, present these options too.3. PROBLEM: Only one part of the business was targeted.
After a successful meeting, ask what other other departments, offices, or branches might be interested in your solution. Then ask for introductions. Research today is easier than ever. Find out as much as possible beforehand.Those new to the business of selling are so scared of not being successful that when the possibility of making a sale comes about they jump at it without giving the situation any thought. The motto, “Patience is a virtue,” comes into play in the sales arena.
During your first meeting through the last, use question and answer to get the full picture of where your prospect is at that moment in time.
Next, ask where they are headed and how they plan to get there. This will give you insight to possible solutions and additional opportunities. Successful meetings should begin with, “The last time we spoke, you indicated… Has anything changed?”
When presenting to a lead, and after providing an overview, relay how their situation gave you additional ideas and solutions. Then ask one by one if the options would be of interest.
Let’s pause for a moment to consider why options should be presented upon every request.
When you offer only one possibility, you have only a 50-50 likelihood of hearing Yes! Add just one more options, you now have 66% chance of hearing yes. While “No” is always one of the options, preparing multiple solutions will increase your odds of closing.
To increase your odds every time you are presented with a request for proposal, add in options as appropriate. The number of options to present is dependent upon how complex a service you are providing and your prospects needs. Should there be multiple components to each possibility, stop at three options — not to overwhelm.
The format when quoting options should be simple to read.
- Begin the first column with the least expensive option, and end the third column with the priciest option.
- List the line items for each option side by side.
- Add extra line items to the second and third options clearly illustrating the value of the more expensive options.
On the other hand, should your products and services be very easy to comprehend, such as offering a book, you may offer up to five choices. Once again, offer the least expensive first. The person determining which to choose will be appreciative that the flow is easy to read.
Please note the importance of always speaking to the specific request first.
Once you address this, then you are at liberty to offer alternative ideas. Applying the above principles, you will stand a far better chance of coming to agreeable terms as well as enjoying a very Smooth Sale!
by Elinor Stutz
http://www.futuresimple.com/
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