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Close More Deals In Less Time
Making a connection with the buyer, the individual who can say "yes," isn't always easy but the first question I challenge you with is, "Who are you asking?" Aim low or aim high and, well, you know what you get.
In sales, as in life, you have to reach the right person in authority. This week, Promotional Consultant Today, will look at the following tips that are both necessary and instrumental for getting bigger deals in less time, from the people who have the authority to say "yes!"
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TOP SHELF TIP NO. 10
"Don't aim for success if you want it; just do what you love and believe in, and it will come naturally."
David Frost, British journalist, TV talk show host | |
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Do Your Homework
A lack of preparation may be the biggest deal killer there is.
When it comes to connecting with buyers, you must know three areas -- and know them well. This includes: Their company, their competition, and your product or service.
Do these seem like no-brainers? You'd be surprised how many service providers don't know when a company was founded, what their mission statement says, who their biggest clients are or how they fare against the competition.
As far as knowing your own product and service, read on.
Trigger Tip: If you haven't made Google your best buddy, start today. It will swiftly allow you to collect information about the companies you target, and often the professional resumes and personal interests of your buyers.
Speak In Sound Bites
When you have the chance to speak to the buyer, get to the point and remember that less is more.
Too many service providers ramble on aimlessly about what they're selling and can kill their credibility because of the confusion they create about their product or service.
Decision-makers want you to be brief. Granted, when you get those few moments to audition, it can feel like a pressure cooker.
Prepare only information that demonstrates how buyers will benefit and what their return on investment will be. If you don't have this ready to be delivered in 15 seconds or less, practice.
Trigger Tip: For every piece of information about your service or company you prepare, ask the questions that your buyer would ask, such as: "So what? or " What's in it for me?"
These questions force you to always speak in benefits-focused, buyer-friendly language.
Source: Joe Takash is a keynote speaker and the CEO of performance management firm Victory Consulting based in LaGrange Park, IL. He's spoken to clients like American Express, Prudential and General Motors on how to improve results through building morale, motivation and teamwork. A syndicated columnist, Joe has been featured in Entrepreneur, Selling Power and MSNBC.com. His forthcoming book from Wiley, Results through Relationships: Building Trust, Performance and Profit through People, will be out in 2008.
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Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
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