Sometimes watching sales people in action is like watching a tennis match; the prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good lessons in sports for sales people, a meeting should not look like the final match at a Grand Slam event.
When you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing?
While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Since the advent of technology, especially from the start of the last century on, there has been a debate about the impact of technology on selling and sellers. The recurring prediction that sales people will be replaced or diminished in importance by automation, seems a favorite among some.
Some questions are extremely valuable while others are exceptionally weak. You want to take advantage of the power strong questions offer. Here are simple tactics to guide you to making sales more easily.
Some questions actually stop the sales process…fast. Generally these are questions that are answered with simple “Yes” or “No.” I call these types of questions “throw away questions.” They actually stop the sales process. After your Prospect answers, you don’t know where to go. He answered your question. Your question didn’t call for any elaboration. Your question didn’t call for his participation. In fact, it’s almost like you’re drilling him by asking questions that start with:
Dear Jenae, I have approximately 25-30 potential clients that contacted us inquiring for business. I send them our marketing material as they request. And then I don’t hear from them again. I even follow up, and then nothing. Any thoughts or techniques on what I could be doing wrong? I would love to hear from you.
You are looking for a new trade show display. You’ve been to a number of booth builders’ show rooms, seen lots of interesting ideas and now face the challenge of choosing what’s right for your organization.
This is a common dilemma and while a professional display representative can be helpful, it’s important for you to have some idea of what will work for your organization in the shows you will be exhibiting at. You now have a choice, you can be reactive and wait for your display reps to offer suggestions or you can be proactive and develop ideas of your own that your rep can incorporate into their design proposals.
According to an article on CNBC.com, the “Amazon juggernaut sets its sights on its next victim: The middleman”.The article describes how companies that are in the business of distributing products are being squeezed by companies like Amazon because “sales in general are going to the internet”.
This makes it critical for “traditional” distribution companies to differentiate through adding significant value during the buying process, through exceptional customer service, and by having a strong online presence.
Based on our experience working and engaging with distribution companies, those that don’t face the realities of changing buying behavior, and the very real threat of online companies like Amazon, will be forced to compete strictly on price.
Their survival depends on dramatically changing the way they do business. “Back-slapping relationships” and product catalogues will no longer cut it.
You Need an Online Strategy – Fast