|
|
Getting A Yes!
It can be frustrating and even a morale-beating process when you think of the time and energy you've exhausted on attempts to cajole client contacts who love to say "no" but can't really say "yes." It also happens to be bad for your business' bottom line.
High-level buyers are usually a tough sale. They require an eclectic approach of preparation, self-talk and smart behaviors. But when you are able to make that connection and get the right answer from the person in charge, you know that a yes, means yes!
Article continued below
| |
TOP SHELF TIP NO. 11
"Flaming enthusiasm, backed up by horse sense and persistence, is the quality that most frequently makes for success."
Dale Carnegie, 1888-1955 | |
|
|
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 cement a deal.
Ask Great Questions
Conventional sales jargon used to be "ABC" which stood for "Always Be Closing." People are more perceptive than ever and most folks know when they're being manipulated.
Today's world of collaborative, relationship selling, especially with high-level buyers, should be more about "ABO," or "Always Be Opening." The more accurate diagnostic you make on buyers' needs is always a reflection of the quality of data you can learn from them.
Questions are the golden nuggets that lead you down the path to "yes!"
Trigger Tip: Be sure your questions are open-ended, (which allow buyers to elaborate), and make certain they tie directly into the objectives the buyer has and how they will know when successful results are realized.
Saying "No" Can Get The "Yes!"
When trying to impress a buyer, it's easy to try too hard. We've all done it, but it's crucial to be yourself.
If you disagree with something he or she says, tactfully push back and challenge them. Authentic candor has elevated many sales people from the status of those who don't get the
business to peer status who get the "yes" simply by serving as counsel a buyer can trust and respect.
Trigger Tip: Don't try to be too enthused or eager right away. Think about how turned off you get when a telemarketer tries to impress you with glib, cheesy-speak. You want to run the other way.
Be genuine and be honest at all times.
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.
| |
|
|
|
|
| |
|
Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
|
|