Archives for March 2020

Salespeople worry about differentiating their product or service from that of the competition. Meanwhile, they use the same Me-centered sales process they all use. They superficially discover the need and then start talking about the things they think will differentiate their product. However, the best way to differentiate yourself is to focus on the prospect and really drill down into not only what they say they need, but why they need it. In other words, what pain do they have and what is the real issue they are trying to solve or that they worry about. The fact is that you tell more about what you know by the questions you ask than by the statements you make. So, ask questions your competition does not ask, dig deeper, challenge the prospects assumptions (gently) and they will see you as someone who is different than all the rest. Isn’t that what differentiation is all about?

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

A good relationship with the prospect is very helpful to getting the sale. However, a good relationship by itself will not win the day. A good relationship is a good start, but it is only one step in an effective sales process. We also need to know whether the prospect has a compelling reason to buy what we are selling. In addition, we need to be able to solve the prospect’s pain better than our competition can. Assuming we have that competitive advantage, the prospect has to have the money to spend on our product and they have to be willing to spend it. Then, of course, there is the decision process and the timing of the project, etc. Admittedly, a great relationship with the prospect will facilitate the other steps. For instance, they may be willing to tell you information they may not tell other competitors. You may be able to get background and context that competitors don’t get because of your relationship. But never forget that the relationship, important as it is, is only one step in the sales process.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

Sometimes looking for a new ideal client is like looking for a needle in a haystack. Imagine how hard it would be to find a needle in a haystack if you had no idea what a needle looked like. It would be an impossible task. Yet that is what the average salesperson does every day when they fail to have a clear idea of what their ideal prospect looks like. To make prospecting easier you need to describe who your ideal or target prospect is. It is not everyone who is in the market to buy what you are selling. Do you need to talk to the CEO or the Marketing manager? Are $50,000,000 companies or $5,000,000 companies in your sweet spot? What are the problems you are most likely to be successful at solving? Is there a particular geography that you are targeting? It is important to identify the target both for yourself and so that you can easily describe the target client to referral sources. This will make your referral sources more effective at finding you the right people to refer you to. And it will make your prospecting easier when you know what you are aiming at. It is equally important to identify what you are not aiming at. In other words, what does my undesirable client look like? For instance, you might decide that it no longer makes sense to deal with companies with under 40 employees. Or maybe you will no longer seek business in New Jersey due to a new regulation. Know who you are looking for and (not looking for) will make your sales life a whole lot more fun and much more profitable.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan