Slow Down to Speed Up Your Sales
Slow Down to Speed Up Your Sales
The Speed Backlash
Whoa! Slow down. Prospects who receive massive information dumps unconsciously erect barriers to slow or even derail your sales efforts. How? They tell you everything is fine, even if they're dissatisfied with their current vendor. They rule out doing business with you if your product lacks a minor capability. Your pricing is never good enough. Or they simply thank you for the update and promise to contact you when the need arises.
Sound familiar? It's the result of trying to convert long-standing vendor relationships in one sales call. Prospects distrust motives when they perceive a lack of concern for their needs. And that's exactly what happens when you spend most of your time doing all the talking.
Slower Strategies for Faster Results
Top sellers realize that replacing an incumbent is a slow, deliberate process. They understand it takes time to demonstrate value and develop strong relationships. Knowing this, they put together a one-step-at-a-time account entry strategy that actually advances the sales process much faster than if they tried to do everything in a single call. The steps:
Do your homework
Learn as much as you can before your meeting. Review your prospect's annual report and website. Look for gaps between where he is and where he wants to be. Identify his primary initiatives. Figure out how your product helps him achieve his objectives or ties in with his critical business drivers. For example, if “Earning Customer Loyalty” is mentioned repeatedly, determine how you can contribute.
Think and talk results
Your product is a tool - nothing more. People buy it because of what it does for them; make sure you know what that is. Talk about the business results customers achieve when using your product. Explain how he can reduce time to market, increase operational efficiency or improve sales.
Establish a logical next step
Before your meeting, determine how you want it to end. A successful advance might be an information-gathering meeting, an analysis of current work flow or a presentation. Most sales to large accounts require multiple calls, so build this into your planning right from the beginning.
Plan your questions
Questions are key to your success. They demonstrate interest and concern. Prospects feel you are more knowledgeable when you ask good questions. Questions provide valuable insights into customer needs and the decision-making process. They are the basis for developing a strong relationship. Plan at least ten questions ahead of time.
The sales process can't be short-circuited. If you go too fast, problems are guaranteed to arise. Your opportunity will evaporate into thin air.
The Big Meeting
At last it's time for the big meeting. Get down to business fairly quickly, minimizing chit chat. Start by stating your purpose. It's enough to simply say, "I'm here today to understand your organization better and see where we can improve your business results." Next share a short story about how your company helped another client and the specific results they attained. Talk results, not products!
Explain your process in working with accounts. Tell your prospect it's essential to fully understand his objectives, needs, issues, and challenges in order to determine the value you can provide.
Transition to questions and spend the bulk of your time investigating. Ask about the current situation: "Tell me about your workflow." Find out about any problems, challenges, or difficulties he has. Explore his answers by asking about the ramifications of these problems and the value of eliminating them.
Even though he asks, don't be tempted to talk about products. If you get caught in this trap, your chances of sales success decrease significantly. Graciously explain that product discussion is premature until you understand their needs better and get back to asking questions. Before you leave, share a few key benefits and suggest the logical next step.
This is what the top sellers do. They don't rush the sale and, as a result, they get the order. And quicker. Follow their example and you'll soon be enjoying the same success!
___
Slow Down to Speed Up Your Sales - To learn more about this author, visit Jill Konrath's Website.
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After months of trying, you land an appointment with a major account who uses your competitor's products. Like many reps, you probably feel an overpowering urge to cram as much as possible into this one meeting. You need to tell them about your company's new directions, latest technologies, state-of-the-art products, competitive advantages, top notch service, and more - so much to cover and so little time.
The Speed Backlash
Whoa! Slow down. Prospects who receive massive information dumps unconsciously erect barriers to slow or even derail your sales efforts. How? They tell you everything is fine, even if they're dissatisfied with their current vendor. They rule out doing business with you if your product lacks a minor capability. Your pricing is never good enough. Or they simply thank you for the update and promise to contact you when the need arises.
Sound familiar? It's the result of trying to convert long-standing vendor relationships in one sales call. Prospects distrust motives when they perceive a lack of concern for their needs. And that's exactly what happens when you spend most of your time doing all the talking.
Slower Strategies for Faster Results
Top sellers realize that replacing an incumbent is a slow, deliberate process. They understand it takes time to demonstrate value and develop strong relationships. Knowing this, they put together a one-step-at-a-time account entry strategy that actually advances the sales process much faster than if they tried to do everything in a single call. The steps:
Do your homework
Learn as much as you can before your meeting. Review your prospect's annual report and website. Look for gaps between where he is and where he wants to be. Identify his primary initiatives. Figure out how your product helps him achieve his objectives or ties in with his critical business drivers. For example, if “Earning Customer Loyalty” is mentioned repeatedly, determine how you can contribute.
Think and talk results
Your product is a tool - nothing more. People buy it because of what it does for them; make sure you know what that is. Talk about the business results customers achieve when using your product. Explain how he can reduce time to market, increase operational efficiency or improve sales.
Establish a logical next step
Before your meeting, determine how you want it to end. A successful advance might be an information-gathering meeting, an analysis of current work flow or a presentation. Most sales to large accounts require multiple calls, so build this into your planning right from the beginning.
Plan your questions
Questions are key to your success. They demonstrate interest and concern. Prospects feel you are more knowledgeable when you ask good questions. Questions provide valuable insights into customer needs and the decision-making process. They are the basis for developing a strong relationship. Plan at least ten questions ahead of time.
The sales process can't be short-circuited. If you go too fast, problems are guaranteed to arise. Your opportunity will evaporate into thin air.
The Big Meeting
At last it's time for the big meeting. Get down to business fairly quickly, minimizing chit chat. Start by stating your purpose. It's enough to simply say, "I'm here today to understand your organization better and see where we can improve your business results." Next share a short story about how your company helped another client and the specific results they attained. Talk results, not products!
Explain your process in working with accounts. Tell your prospect it's essential to fully understand his objectives, needs, issues, and challenges in order to determine the value you can provide.
Transition to questions and spend the bulk of your time investigating. Ask about the current situation: "Tell me about your workflow." Find out about any problems, challenges, or difficulties he has. Explore his answers by asking about the ramifications of these problems and the value of eliminating them.
Even though he asks, don't be tempted to talk about products. If you get caught in this trap, your chances of sales success decrease significantly. Graciously explain that product discussion is premature until you understand their needs better and get back to asking questions. Before you leave, share a few key benefits and suggest the logical next step.
This is what the top sellers do. They don't rush the sale and, as a result, they get the order. And quicker. Follow their example and you'll soon be enjoying the same success!
___
Slow Down to Speed Up Your Sales - To learn more about this author, visit Jill Konrath's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan'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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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson'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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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig'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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