Listen Now

This is stealing your opportunities and costing you money

Your competition, they hear a request for information and pricing and they get to work giving great answers hoping they are their right ones and this person will buy. Going the other way, asking what on the surface may seem to be a stupid question, gives us more information and the ability to ask more specific, better questions.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut"

The process was slowing down early on in the selling process… specifically in the initial communication phase. Meetings, phone calls were ending without a specific next step to move forward.

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need. Here’s a quick 10 point list:

- it’s not our job to make people interested in what we’re selling. Trying to make someone interested is like trying to force someone to have fun. It just doesn’t work. You can see this big lie in action just by watching other sales people.

Today were going to talk about what I call one of those blinding flashes of the obvious…. Something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.

What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”…

Here’s what happens when we decide to delay doing something there is an immediate feeling of relief and hope.

How comfortable are you talking about Money?

D stands for Dominant; this is one of the smallest but most important styles to be able to connect with.

Selling becomes easier when we are dealing with problems that want to be solved.

often people think about sales training and coaching as a way to hear yes more often and avoid rejection. What they find is many of the strategies and techniques are designed to get to NO as quickly as possible. Here’s why, when we can identify who is not going to buy we can invest time with those who will.

There are 4 words that only salespeople use when starting a sales call…

Commitment; this one seems so obvious it usually gets overlooked…

Doing nothing is always an option, our job is to find out if it is a probubality

Our job is to help prospects identify the gap between where they are and where they want to be. We can do this is by asking questions that challenge the assumptions they have, creating an opening for them to want something different.

It’s been said when two people want to do business together the details can be worked out – but – when one of those are not all that sure, the details will always stand in the way.

Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting a soft appointment and building credibility along the way.