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Improve Your Sales Results- "Think Build a Sale"

Guest post by: Howard Litwak

Article Overview: As a professional seller, do you think about "making sales" or building sales"? Building a sale is following a process which ends in a win-win. Here are 5 tips you can easily apply to your existing sales process to get you started on the path of building sales for yourself as opposed to making sales and increase your sales effectiveness.

Improve Your Sales Results- "Think Build a Sale"

Do you want better sales results? Think "Build a Sale" not "Make a Sale" As an eternal student, every once in a while I find something new that revolutionizes the way I think and look at things. And of course, better thinking leads to better actions. For anybody who wants better results, better and different actions are prerequisite.

Recently, I found a principle which would lead to a revolution for me. I will share it with you...

Anybody responsible in some way for bringing in new business for their organization needs to turn suspects into prospects and prospects into clients. The end result...a sale, revenue for the company, and maybe a commission!

Is this making a sale? Many business owners and professional sellers look at it this way. Here is another way of looking at it: We need to BUILD A CASE FOR ACTION, not make a sale. It's about building a sale.

Building a sale is following a process which ends in a win-win. A new client and a happy customer. Process requires that you meet the objectives of each step before you proceed on to the next step.

Here are 5 tips you can easily apply to your process to get you started on the path of building sales for yourself as opposed to making sales. To get the most out of your time invested in reading this article: While reading, don't say "I know that" but rather ask yourself "How good am I at that?"

1) Your mindset needs to be that you are not going into a sales call to sell. Have zero expectations. Think of your sales call as talking to a friend. Your statements just come in response to what they say. Like a conversation with a friend. And remember that it is about what the client needs and not your need as a seller to meet a quota. What are you thinking when you meet a new prospect?

2) Follow your prospects lead instead of putting them into your model. Be on their agenda, not on your agenda. That is the only way to earn their business. Be in the moment and watch for cues they might have a pain that needs to be solved. Is your focus always on your prospect? Or are you ME focused?

3) If you are talking to a real prospect, they have a current situation and a desired outcome. If the two are different then there is a gap. If you can bridge that gap, that can lead to a new client (provided that they like you and trust you of course!) So you need to understand what the objectives are, what issues the person is dealing with, and what are the obstacles standing in the way. Other useful information for us as sellers is what they have tried to do to solve their problem, and how the particular issue is impacting them.

4) Finding the answers to the above involves asking questions. Before you do though, ask yourself the following: "Is there enough rapport built to get the real answers you will need?" Without rapport, you don't have the foundation to build a sale on. This needs to be a major focus in your sales process. Running red lights here can derail all of your efforts. What do you do to ensure that you have the degree of rapport necessary with your prospects to proceed in your sales process? What can you do differently to be better here?

5) Don't stay horizontal with your questions. You need to go vertical and get to implications. Go deeper than just the initial answers. Horizontal just scratches the surface. Vertical is where implications are. This hits your prospect in the gut because it's emotional and this is what moves people to action. Do you have a model for asking powerful questions and collecting data? The most effective sellers do.

If you think of building a sale as opposed to making a sale, will you operate differently? I bet you will. You can think your way into a new way of acting. What has been laid out here is very easily actionable if increasing sales is of high importance and you are motivated to do so. And I would bet that this change in mindset will have you cashing larger checks at the bank! Until next time, go be great and build some sales!

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Article Tags: improve sales coach near albany ny, sales effectiveness
Referred by: http://www.processspecialist.com/



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