A Time To Sell?
A Time To Sell?
There is a science to effective sales and it has very little to do with “the numbers game”. If you bid on large or complex opportunities you will certainly have experienced the frustration of some or all of the following symptoms:
Common Symptoms
• Considerable time and effort courting prospects that fail to convert.
• Proposals, trials, demonstrations, free consultancy give poor returns.
• Becoming “preferred supplier” for projects that fail to gain funding.
• Forecast opportunities slip from month to month and finally vaporise.
Common Causes
• More focus on “selling to” than “listening to” the prospect.
• Qualification not deep enough to uncover the full picture.
• Insufficient understanding of a prospects’ true “buying status”.
• A tendency to give commitment without gaining commitment.
The true buying status of any organisation can only be determined by identifying and engaging effectively with all key players. It involves asking enough of the right questions of the right people at the right time.
Despite the preaching’s of traditional sales training techniques, selling and closing should only ever be attempted when the prospect is truly primed and only then in appropriate response to their genuine buying signals.
Attempts at premature selling (prior to gaining a true understanding of prospect needs and constraints) and closing (prior to earning enough credibility) have a very high failure rate and damage any overall chances you might have.
A Time To Sell - To learn more about this author, visit Harry Hayden's Website.
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A look behind the scenes of major buying decisions to identify what differentiates the more successful sales approach from the less effective. Do sales of business critical solutions require smarter methods?
There is a science to effective sales and it has very little to do with “the numbers game”. If you bid on large or complex opportunities you will certainly have experienced the frustration of some or all of the following symptoms:
Common Symptoms
• Considerable time and effort courting prospects that fail to convert.
• Proposals, trials, demonstrations, free consultancy give poor returns.
• Becoming “preferred supplier” for projects that fail to gain funding.
• Forecast opportunities slip from month to month and finally vaporise.
Common Causes
• More focus on “selling to” than “listening to” the prospect.
• Qualification not deep enough to uncover the full picture.
• Insufficient understanding of a prospects’ true “buying status”.
• A tendency to give commitment without gaining commitment.
The true buying status of any organisation can only be determined by identifying and engaging effectively with all key players. It involves asking enough of the right questions of the right people at the right time.
Despite the preaching’s of traditional sales training techniques, selling and closing should only ever be attempted when the prospect is truly primed and only then in appropriate response to their genuine buying signals.
Attempts at premature selling (prior to gaining a true understanding of prospect needs and constraints) and closing (prior to earning enough credibility) have a very high failure rate and damage any overall chances you might have.
A Time To Sell - To learn more about this author, visit Harry Hayden's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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