Aren't you just sick and tired of some "know it all" type telling you about sales basics. You know, the stuff that you have forgotten more about, than that guy will ever know.
Well, this is one more time, because even if you are dead sure that you already know it all, it's important to keep you skills razor sharp.
Sales fundamentals, like listening and needs analysis, may make the difference between closing and losing the sale since we are in a business in which listening is very important, and where needs analysis never worked better.
Listen intently. The 80/20 rule bears repeating: Spend 80 percent of your time listening, and only 20 percent talking. You're there to serve your customers needs, but you won't be able to if you don't stop talking long enough to uncover them. Ask a lot of questions, and take notes on the answers to force you to listen carefully and help you remember important points of the conversation. Sit on the edge of your seat, and be fascinated by what your prospects have to say -- a big sale may be riding on his or her every word.
Ask questions first, present later. If your presentation doesn't highlight the features or benefits your prospect is interested in, it probably won't persuade them to buy. Make sure you understand their needs, wants, expectations and feelings 100 percent so that your presentation hits all their hot buttons. Ask ques-tions first to ensure that you don't share all your good news on page one - it may help build your prospects' trust by showing them that their needs come before your desire to sell to them.
Uncover needs - don't presume them. Just as no competent doctor prescribes treatment before thoroughly examining a patient, you should let your prospects tell you what they need instead of assuming that you already know. Should you make a service recommendation without consulting them, they may question your competence and intentions. Remember - your prospects know themselves and their businesses best. Give them a chance to share that knowledge with you to benefit you both.
Talk to the decision maker. Who wants to make a convincing presentation to an enthusiastic prospect with no purchasing power? Presentations demand a lot of work and time, so make sure you present only to those who can reward your effort with a sale. It may take longer to reach upper management, but trying to sell to anyone else simply wastes time - yours and theirs. Instead of presenting to the wrong people, spend your data gather at all levels of the organization and continue to work on getting to the right one.
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