Posts Tagged ‘sales ingredients’

Your Sales Ingredients to Success: Part II

April 22, 2008

So here we are to the second step to your sales ingredients. I apologize for not writing sooner as personal issues with my home and the fun sewer line has caused some delays, but I am back!

Presenting the Solution

  • Finding out the problems – Before you can truly present a solution, you need to understand the need or more importantly, the want. One the challenges many sales people face here is they like to jump right into the features of their product before they even understand whether or not the product is going to help the prospect or not.
  • Whose schedule are you on? – One of the other challenges is recognizing that the prospect is moving on their own time schedule, not yours. Are you willing to dedicate the time necessary to close a deal? Does the time needed justify the time spent? Don’t rush, and don’t ever sell when you need to, because the focus is no longer on them, but on you. Trust me…they’ll know.
  • Know the why – Why would they make a purchase now or in the future? What might some of the resistances be? Now this is not an invitation to pull out your set of answers to pre-determined questions or concerns that might come up. You need to truly gauge the prospect and understand the solution they actually need and want.
  • Budget – what budget are you working with? Are their constraints that need to be known up front? What is the buying cycle (same as above in knowing the time frame to buy)? What have they bought in the past (and not just from you but from competitors as well)?

Engage the Prospect

In order to truly present the right solution, there is an engaging process that needs to take place to get you the right information as you prepare the solution. Prospects can read you very well. When I interview people I can always tell when I ask a question or say something that puts the candidate in an interesting position. That’s why I ask them of course! They can see your confidence, attitude and belief about your product based on gestures, facial expressions, tone of voice, and other movements (eyes, hands, etc). So if you are nervous, you need to rethink your position.

When I played baseball, it did not matter how good my skills were, or how well the strategies we had in place worked int he past. If I was nervous, or mentally out of it, I did not play well. Period. You are entering the game at this point, so be ready to play the mental game. Don’t worry so much about the skills as you have practiced already (at least I am assuming you have) just play the game. When I coached little league, I always told the players to focus on what they were good at during the game and nothing else. Practice was a time to focus on shortcomings, but once you started the game the only thing you should be thinking about is how good you are, and how great you are going to play.

When you sit down to present, you are in the game. FOCUS.

Listen

It all starts with listening. And not just to words, but you need to be what is known as an active listener. What is an active listener? Well I am out of time for today, so I will post tomorrow for sure and continue with a fun list of ways to know if you are good listener in the sales process. This will lead into our third part in negotiating the details. Until then!