Whether a “territory” for your company is a city block or a geographic region, you can ensure getting the most out of it by asking three questions prior to assignment:
Whether it is in person or on the phone, the initial sales call is critical. Salespeople start building a relationship from the opening words and begin the discovery process that will tell them if this person is a potential customer. These posts can help.
Prospects want to hear specifics about why your product or service is better. Here are four categories that may help you prove your claims against the competition:
When meeting with customers, should your salespeople emphasize the benefits of your product or service or its solutions?
According to research from Huthwaite, Inc., a sales training and marketing consulting firm, selling a solution to a common problem is much more effective than selling a positive benefit. That’s why effective salespeople position themselves as problem-solvers. They sell solutions, not features, not benefits. And they do it best with a five-step approach:
Frequently salespeople are thinking about what they should or will say at the expense of what the customer is actually telling them. It’s no wonder so many sales calls fall apart after the salesperson misses a key point made by the prospect.
How your salespeople open a sales call is more critical than how they try to close it, according to a recent survey of purchasing executives. Here are four keys buyers look for in an opening.
From sales trainer and author Stephan Schiffman:
The greatest barrier many salespeople face is known as the “gatekeeper,” the one who figuratively holds the key to the decision-maker’s door.
A gatekeeper can be a public relations person, an executive or the company’s receptionist.
Usually the gatekeeper is a valued employee who is charged with screening an executive’s calls and callers.
Ask salespeople to list the reasons why they’re struggling and excuses like the economy, price slashing, layoffs and plant closings roll off their lips. Few of them pinpoint the number-one reason for declining sales.
Using technical terms in an effort to “speak” the potential customer’s language can delay or deter buying decisions, according to a recent study. It reveals that sales information for high-tech products was teeming with terms prospects didn’t fully understand. Only 3% of the prospects surveyed said they fully understood most of the terms used in…
Salespeople who work so hard to get in front of prospects are bewildered when they fail to get a second appointment. The reasons are obvious — especially to the prospect.
Consultant John Graham addresses the problem with the following “open” letter to all salespeople:
hat’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one.
Price, quality and service are all critical concerns but they’re not No. 1 in the minds of customers, according to an annual survey conducted by the Purchasing Management Association. What is at the top of the list? Salespeople who don’t listen enough and talk too much.
Even more interesting is that when the association conducted its first survey more than 40 years ago, the leading complaint was (you guessed it) salespeople who talked too much and didn’t listen enough.