Sales Success Tip-Stop Chasing Your Prospects and Close More Sales Immediately
Sales Success Tip-Stop Chasing Your Prospects and Close More Sales Immediately
This is a question I received from someone who had signed up for my free sales mini course. Obviously, this is a difficult question to answer without more details, but the general answer is yes, for the sales professional who fails to follow a clear, proven process, there is undoubtedly more failure than ever before.
We allow the prospect to set the tone because the "customer is always right." Sorry, not always. If we chase our prospects or allow them to dictate the process, while we bow to their every whim, allow them to abuse our time and talents, how much respect can they possibly have for us? Then you have to ask ourselves, "Would I want to buy from and open a relationship with someone I don't respect?"
"John" was tired of chasing his prospects via phone tag, delayed or unanswered emails, and delayed decision making, etc. Actually, each of these issues should be broken down into much smaller pieces and examined more carefully to determine where the breakdown is occurring. It would be impossible to address even one of them in a single article, but there is one common element that runs through each of these issues that can help you to avoid many of the frustrations that you may be facing.
The most important thing you can do in your sales process is to get a commitment from your prospect at every step in the sales process. Even a tiny one. This will keep you in control of the process and because of that will keep you in a respectful position in the eyes of your process. A reluctance or refusal of your prospect to make even a small commitment is a strong signal to you that it is time to move on. On the other hand, a prospect that commits and follows through is building a relationship and trust with you. It's a simple rule, but one that even the most successful sales professionals struggle with from time to time. Get a commitment for another step or get a no. It is as simple and complex as that. Just remember that even the tiniest commitment is a step forward. In almost every situation, these commitments must have time frames attached.
Consider this exchange:
Prospect: I'm covered up this week, I'll review the material and maybe we can talk next week.
You: Great! I'll call you next week and we'll talk further!
Now I have encountered many sales people who will insist that they "have one on the hook." Not likely. The most likely scenario is that they never speak with this individual again because the prospect ducks their calls, or if they do have another conversation, somehow the prospect still hasn't gotten around to reviewing the material.
Now consider this instead:
Prospect: I'm covered up this week. I'll review the material and maybe we can talk next week.
You: Great! I know how it feels to be busy. I've got quite a full schedule myself. Since neither of us have a lot of time to waste, let's make sure we don't end up playing phone tag. I can call you next week at 3:45 on Thursday or about 11:40 on Friday.
Then shut up. Let the prospect choose. Whichever time your prospect chooses, follow up with "Wonderful! That will probably work out best for me too. And speaking of time, make sure you have gone through the material and noted any questions or comments that you have. That way we can BOTH make the best use of our time. Can you do that?"
While the commitment may be the most important part, what you have just done accomplishes several things:
1) You have kept control,
2) You have established yourself as busy and efficient by offering odd times rather than the same old "around 3:30," that they will get from most others.
3) You've now built in a guilt factor for helping to get the task of review completed.
While none of these things alone will likely get you the sale, when they all come together, your chances for moving forward are much higher.
Sales Success TipStop Chasing Your Prospects and Close More Sales Immediately - To learn more about this author, visit Greg Beverly's Website.
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"Is it just me or are prospects becoming more difficult to close?"
This is a question I received from someone who had signed up for my free sales mini course. Obviously, this is a difficult question to answer without more details, but the general answer is yes, for the sales professional who fails to follow a clear, proven process, there is undoubtedly more failure than ever before.
We allow the prospect to set the tone because the "customer is always right." Sorry, not always. If we chase our prospects or allow them to dictate the process, while we bow to their every whim, allow them to abuse our time and talents, how much respect can they possibly have for us? Then you have to ask ourselves, "Would I want to buy from and open a relationship with someone I don't respect?"
"John" was tired of chasing his prospects via phone tag, delayed or unanswered emails, and delayed decision making, etc. Actually, each of these issues should be broken down into much smaller pieces and examined more carefully to determine where the breakdown is occurring. It would be impossible to address even one of them in a single article, but there is one common element that runs through each of these issues that can help you to avoid many of the frustrations that you may be facing.
The most important thing you can do in your sales process is to get a commitment from your prospect at every step in the sales process. Even a tiny one. This will keep you in control of the process and because of that will keep you in a respectful position in the eyes of your process. A reluctance or refusal of your prospect to make even a small commitment is a strong signal to you that it is time to move on. On the other hand, a prospect that commits and follows through is building a relationship and trust with you. It's a simple rule, but one that even the most successful sales professionals struggle with from time to time. Get a commitment for another step or get a no. It is as simple and complex as that. Just remember that even the tiniest commitment is a step forward. In almost every situation, these commitments must have time frames attached.
Consider this exchange:
Prospect: I'm covered up this week, I'll review the material and maybe we can talk next week.
You: Great! I'll call you next week and we'll talk further!
Now I have encountered many sales people who will insist that they "have one on the hook." Not likely. The most likely scenario is that they never speak with this individual again because the prospect ducks their calls, or if they do have another conversation, somehow the prospect still hasn't gotten around to reviewing the material.
Now consider this instead:
Prospect: I'm covered up this week. I'll review the material and maybe we can talk next week.
You: Great! I know how it feels to be busy. I've got quite a full schedule myself. Since neither of us have a lot of time to waste, let's make sure we don't end up playing phone tag. I can call you next week at 3:45 on Thursday or about 11:40 on Friday.
Then shut up. Let the prospect choose. Whichever time your prospect chooses, follow up with "Wonderful! That will probably work out best for me too. And speaking of time, make sure you have gone through the material and noted any questions or comments that you have. That way we can BOTH make the best use of our time. Can you do that?"
While the commitment may be the most important part, what you have just done accomplishes several things:
1) You have kept control,
2) You have established yourself as busy and efficient by offering odd times rather than the same old "around 3:30," that they will get from most others.
3) You've now built in a guilt factor for helping to get the task of review completed.
While none of these things alone will likely get you the sale, when they all come together, your chances for moving forward are much higher.
Sales Success TipStop Chasing Your Prospects and Close More Sales Immediately - To learn more about this author, visit Greg Beverly'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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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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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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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