We have been looking at the key obstacles in the buyer’s mind which we need to answer before we can progress the sale. The first of these was the different needs of buyers depending on their roles within the business. We identified 3 potential buyer levels – Middle Management level Senior Management Chief Executive Officers
We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer. The next of the big five obstacles is “No Money”. Unfortunately for many of us in sales the majority of prospects we
In my last article we finished with a statement from Zig Zigler which stated – “Every sale has five basic obstacles – No Need, No Money, No Hurry, No desire, No Trust” Traditionally trainers spent a lot of time in showing tricky ways to overcome these obstacles/objections. The issue of course is when you
Following on from the last time when we looked at the introduction phase of the sales interview. Today I would like to focus on uncovering the buyer’s needs through the use of structured questioning. For many salespeople who deal mainly with enquires coming in this seems rather straight forward i.e. the buyer states the need,
In my last article we looked at the opening of the sale and the need to set the agenda for the meeting. This sets the scene. To recap – An agenda might look something like this: A brief statement about the purpose of the meeting and the likely outcome A value statement about our company
Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we are to be able to add any value through our solutions a way to do this is to set an agenda. By setting an agenda
As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios. In my experience very few companies I have seen have taken the time to identify the most effective process for selling their products or services which brings me
Confidence is a huge issue for many salespeople. Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. This is something that always comes up when discussing prospecting for new business. The truth is not many salespeople feel absolutely comfortable in approaching new
Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue. This is the first part, having a process; however the most important step is training the salespeople in this process. Many companies when looking at their sales teams subscribe to the old
As we discussed in the last article, having a sales process for you and your team to follow has the biggest impact on the profitability of your business. I was having a coffee with a very successful business coach recently and he commented that the greatest threat to the many businesses he had coached over
