The two greatest problems facing all small business are;
The two greatest problems facing all small business are;
So we break meetings into 3 precise parts. You might remember being told in school, that when you write a story, it should have a clear beginning, middle and end. Your sales call is no different, though what you do in each of those 3 parts is vital.
The first part of the sales call - the opening
Smile! This is so essential, if you don't smile, you might as well not turn up! Then in your most honest, open and gracious way thank your host for taking the time to see you.
Next ask how much time they have allocated to spend with you. Write it down and make a note of what time, 15 minutes from the end will be. Because that is when you finish the second part of the call and move onto the all important 3rd section of the call.
The second part of the sales call - Power questioning
So what is a power question? I define it as a question which you ask your prospect about their business, that uncovers a need or desire that your offering can fulfill.
You will need to have 3 to 5 power questions prepared in advance, and you will use the questions as jump points, to lead your prospect or buyer along, with a series of questions.
Say you were selling a drill. Some power questions would be as follows.
* What do you need to make holes for?
* Where will you be drilling the holes?
Say, the prospect had told you that he wanted to put up a shelf, against a concrete wall.
You could then ask him;
* Would you be putting up a lot of shelves?
* What sort of things would be on the shelves?
* Have you any price in mind?
Now and only now do you have enough information to show him a drill, since you now have an idea of what sort of drill would suit him.
The third part of the sales call - the close
Some sales, the close will mean an actual sale, in many however it will require a follow-up action or call.
It is key however to start this process, with 15 minutes to go. Start by summarizing all of his issues, what he wants, what solving his problems will do for them, etc. Basically regurgitate all that you have learned about his business.
Confirm that they do want to own your offering. Check with them, as to how they would value your product or service.
Agree any actions required on both parts. This might be that you will go and write a draft proposal, they will read it, and you will meet again to discuss it and move forward.
Seems simple enough - guess what, most people assume the other person will have time to read your proposal, ask if they do and ask that they promise they will schedule it in.
Finally SET A DIARY APPOINTMENT for the follow up call, which could be a phone call, but ensure that it, is in the other person's diary!
Just try it; you will be amazed at the results.
The two greatest problems facing all small business are - To learn more about this author, visit Peter Lawless's Website.
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The human brain has difficulty seeing more than 3 things at any one time. In fact to see 5 objects, we actually process that as a 2 and a 3. It is the same when we hear, see or do things.
So we break meetings into 3 precise parts. You might remember being told in school, that when you write a story, it should have a clear beginning, middle and end. Your sales call is no different, though what you do in each of those 3 parts is vital.
The first part of the sales call - the opening
Smile! This is so essential, if you don't smile, you might as well not turn up! Then in your most honest, open and gracious way thank your host for taking the time to see you.
Next ask how much time they have allocated to spend with you. Write it down and make a note of what time, 15 minutes from the end will be. Because that is when you finish the second part of the call and move onto the all important 3rd section of the call.
The second part of the sales call - Power questioning
So what is a power question? I define it as a question which you ask your prospect about their business, that uncovers a need or desire that your offering can fulfill.
You will need to have 3 to 5 power questions prepared in advance, and you will use the questions as jump points, to lead your prospect or buyer along, with a series of questions.
Say you were selling a drill. Some power questions would be as follows.
* What do you need to make holes for?
* Where will you be drilling the holes?
Say, the prospect had told you that he wanted to put up a shelf, against a concrete wall.
You could then ask him;
* Would you be putting up a lot of shelves?
* What sort of things would be on the shelves?
* Have you any price in mind?
Now and only now do you have enough information to show him a drill, since you now have an idea of what sort of drill would suit him.
The third part of the sales call - the close
Some sales, the close will mean an actual sale, in many however it will require a follow-up action or call.
It is key however to start this process, with 15 minutes to go. Start by summarizing all of his issues, what he wants, what solving his problems will do for them, etc. Basically regurgitate all that you have learned about his business.
Confirm that they do want to own your offering. Check with them, as to how they would value your product or service.
Agree any actions required on both parts. This might be that you will go and write a draft proposal, they will read it, and you will meet again to discuss it and move forward.
Seems simple enough - guess what, most people assume the other person will have time to read your proposal, ask if they do and ask that they promise they will schedule it in.
Finally SET A DIARY APPOINTMENT for the follow up call, which could be a phone call, but ensure that it, is in the other person's diary!
Just try it; you will be amazed at the results.
The two greatest problems facing all small business are - To learn more about this author, visit Peter Lawless's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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