Attract the Right Job or Clientele
The pressure of meeting quota or needed income has many overlooking the better solution. Similar to the proverbial ‘rush to judgment,’ we experience a ‘rush to sell.’ Being on the buying end becomes highly annoying plus raises doubt and fear for working with the seller.
Finding the better solution should apply to all professions and endeavors. Invariably people believe that taking shortcuts is okay. When pressure is applied for representatives to make their monthly numbers, concern for the client sits in last place.
For example, most doctors are held in high regard, but some will push medication as a cure-all. They omit figuring out the ‘why’ the problem exists. We need to research sites such as WebMD ahead of time to have concrete talking points in mind. There have been occasions where it felt as if the doctor was on commission from the pharmaceutical company.
Credibility and trust determine the viability of the sale.
Imposing shortcuts over digging deeper to find the cause of the problem is the quickest way to losing the client. Pushing the sale without doing all of the homework leads to: Researching on one’s own terms in spite of what is said Seeking out competitive vendors for comparison Finding alternative sellers
Personal development and continuing education are a forever requirement in the business world. But the classic sales books provide sage advice. SPIN Selling by Neil Rackham guides readers through the questions to be asked before asking for the sale.
And when it comes to asking for the sale, canned questions sound phony. When you reach the last step to the transaction, the last thing you want is for the buyer to begin doubting you. Instead, Dale Carnegie’s advice is brilliant. Once you have agreed upon the better solution, ask, “When would you like to get started?”
Your Story About Finding the Better Solution
It’s always wise to think about previous sales, both those that went well and the ones that crumbled piece by piece. Similar to finding the better solution for clients, it’s smart to do the same for yourself. Honestly reviewing all the parts of several sales gone wrong will help identify why it happened.
Sometimes poor habits get in the way. Observe colleagues and competitors for how they perform. What are the more successful doing differently? While you don’t want to change your unique style, you do want to recognize what you may be missing.
Other times, pressure and demands by management leave little room for sound judgment. Should this be the case, make it a priority to muster up the courage to question those demands. Asking questions such as ‘why,’ ‘what if,’ and ‘have you considered…?’ might help turn things in the better direction.
If you don’t believe it, you will have difficulty selling it.
One of the better strategies is to ask for suggestions to improve from your clients. Some will indicate everything is perfect while others will offer insightful help. When uncertainty hits as to how to proceed with a delicate matter, ask your trusted peers.
The combination of striving to improve every day, plus asking for input from peers and clients will have you set the bar higher for selling more.
Sales Tips to Seek the Better Solution
- When something is amiss, stop in your tracks for discovery
- Review the details of how the mishap came about
- Compare the poor incidents to the better ones
- Determine if shortcuts were taken
- Verify you are asking the right questions
- Read the classic books along with those featuring the latest trends
- Confide in trusted peers and ask for help
- Challenge management if integrity appears to be at stake
- Build credibility and trust as a daily ritual
- Celebrate Success!
These tips are provided to help you achieve The Smooth Sale!
Business Agility and Personal Development Are Requirements for Success
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