Do you think “product”?
Supposing, at this moment, your phone is ringing. When you answer it, you find a potential new Customer at the other end of the line. Could you instantly persuade them of the key benefits of your company, products or services. (I know - in real life you’d ask questions etc.). In other words, do you know enough about your business to always be ready to “coherently sell” at the drop of a hat? When preparing for a call, do you consider the options and ranges of benefits or possibilities you have to offer your Customer? Or, do you simply aim to sell some more of what you’ve sold them before? Do you prepare the questions you genuinely need to ask to help you sell? Or, do you just use questions as a polite way into the sales presentation you’ve already decided to make?
Do you “Customerize”?
In other words, from all the areas we’ve considered above, are you ready to make an “individual” call to each Customer? Have you tailored both your presentation and your material to the specific needs of this call? Have you visualised the kind of response you want; the kind you might get – and how to bridge any gap between the two?
And finally, and this is still a question about preparation...
Do you analyze?
After each call, do you analyze how effective and successful it was? Or, do you simply make the next one? Analysis needs to be a key preparation stage for your next call to that Customer (or simply your next call in general). If this doesn’t happen, there is a danger of bad habits developing – and then becoming entrenched in your performance A final saying to remember: "If you only ever do what you've always ever done; you'll only ever get what you've always ever got". I'll leave you to figure that one out for yourself! But if you have any questions about selling, please email me at: venworks@btopenworld.com
Selling - Effective Preparation - Part Two - To learn more about this author, visit Gordon Veniard's Website.
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