Salespeople who turn a complex issue into a simple one for their customers can be rewarded with more sales. By getting back to the basics and speaking in simple language, they can differentiate themselves in the minds of customers. Yet some salespeople confuse prospects and customers by providing them with too much information, causing them to get stuck in a bog of facts and figures. They favor complex solutions over simpler and more effective approaches, and bury prospects and customers with too much unnecessary language and data.
The sales process gives sales its structured, systematic approach, which will enable the staff to close more deals, increase margins and get more referrals. These posts provide guidance.
Salespeople who have the skill to demonstrate to prospects the necessity for taking action now are the key to overcoming indecision. They can also overcome indecision if they are credible and demonstrate knowledge of the customer’s business. Salespeople who handle the “indecision” problem best create demand instead of responding to it. They understand that demand won’t be created by providing information about products and services the customer already has. There are two basic rules for salespeople to remember when trying to create demand
New research confirms in the majority of cases, when there’s a significant lapse in closing rates, it’s not them … it’s you.
One of the biggest obstacles to closing in today’s marketplace is the fact that a company’s selling process has fallen out of sync with its prospects’ buying process.
This according to the Sales Benchmark Index, which found the three most common obstacles sales organizations encounter in terms of their selling process are:
Every question a salesperson poses to a potential customer should meet at least one of these 12 criteria.
These come from sales trainer Tom Reilly:
If your company hasn’t implemented this long-term safeguard, nearly half of prospects say they won’t sign a long-term contract.
The measure customers are referring to is called a “sustainability initiative.”
Nearly 90% of managers have a “sustainability initiative” in place, according to a Material Handling Industry of America study.
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: