Determine why the prospect would buy only from you and not the competition. A sales person asks questions of a prospect and identifies that the prospect has pain. If the sales person ends the conversation at that point, all they have done, by helping the prospect identify their pain, is to do work for the competition. The competition simply needs to come in and demonstrate how their products and services are the only solution for the prospect. Stop doing work for the competition! Discover the prospect’s pain AND THEN present why the prospect should only buy from you…before you leave their office. You need to know the competition in order to help the prospect understand that your products and services are the only viable solution in the market.
Archives for February 2016
Control those emotions, sales people!
Some will buy. Some won’t. So what! Sales people let their emotions with a sales opportunity carry them away. It’s all-or-nothing thinking. For many salespeople, when they get the sale, they feel like one of the greatest sales people in the world. They reason they are so good they don’t need to make any more calls. If they don’t get the sale, they feel like the worst salesperson in the world and lose confidence to make more calls. The Optimal Salesperson is stable with their emotional responses. Somebody buys from them? They execute the sales steps needed to go out and get the next sale. Somebody rejects their offer? They execute the sales steps needed to go out and get the next sale. They don’t allow their emotions to carry them away. They are focused on the work they need to do. They remember a simple math equation = sw * sw * sw. Some will. Some won’t. So what.
