Client Leadership leads the sale
There are basic elements of directing the conversation throughout the sales cycle. The most important step is to learn precisely why you were the one selected from the potential hundreds or thousand of people to be invited for a meeting. This is the same question a job seeker should ask upon being interviewed.
But there is disagreement among leadership “experts” as to how the conversation should progress. A prominent figure was heard saying that prospective clients have a prefernce for salespeople who mention known personalities or companies that utilize their services and products. The problem with taking this sentiment as factual for all cases is, this could very well turn off your prospective client or hiring manager.
We frequently speak of letting “the unique you” come to light in order to differentiate how you serve your clientele as compared to all of the others in your line of work. The same should be reciprocated with your prospective clientele – they need to be treated as individuals not as the mass population. If one is going to err in communication by assuming something, it is best to make the error of assuming your prospect is intelligent and can think for herself-himself. The sale should be individualized.
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Steps for Leading the Conversation:
1. Question and Answer
After leanring why you were selected for a meeting, delve into problems, perceived solutions and the willingness meter to consider a variety of ideas. The entire sales cycle is dependent upon question and answer.
2. Objections
Invariably objections to what you have to say and offer will arise. This goes back to question and answer; get the root cause and address immediately. Then ask if the person is good to move forward.
3. Timeline and expectations
More questions will have you delving into a prioritized list of expectations, timeline for implementation and asking what factors will make you the leading candidate.
4. Get the Sale
When all of the questions are asked in a professional and friendly manner; commonality has been found both professionally and personally, plus trust and likeability have been built – the sale should be forthcoming.
5. Build the long-term relationship
Most salespeople run away after having made the sale because they fear problems to be encountered. This action obviously kills future sales and makes it tough on larger companies. Entrepreneurs can’t afford this behavior. Checking in after the sale is paramount. Being certain expectations have been met and keeping an open dialogue regarding future goals and needs to be met will provide you with much additional business.
Tailoring your conversation to the individual will lead you to the Smooth Sale!
Read Additional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
