Photo by Geralt via Pixabay
Attract the Right Job or Clientele:
Know Your Prospects Well for Sales and Business Growth
Many approaches and specific strategies exist for most endeavors, including attempting to sell. However, if the business is not where we want it to be, it’s wise to take a step back to consider what we may do differently. And since the starting point is speaking with our prospects, it is wise to dig deep to uncover what we may be missing in our approach, conversations, and attempts to ‘close the sale.’ Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’
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Know Your Prospects Well
Image by Geralt, Pixabay
Closing the Conversation
The motto, ‘Close the Sale,’ often spoken by management, indicates an end-all approach. Many salespeople conclude the sale and take their commission, never again to enjoy a conversation with their new client.
At stake is the need to begin anew the following month. Finding new prospects willing to conclude business with the representative month after month becomes highly challenging and stressful. Closing the conversation essentially closes the doors of opportunity.
Open the Doors of Opportunity
One possibility is to consider how your best friend came to be serious. Most likely, you found commonalities in interests upfront that produced stimulating conversations. Also likely is that to have seen similar interests, you asked many questions, and once a common interest was found, relatable stories were shared. The friendship process can be a good model for connecting with prospects within appropriate boundaries.
Simple Questions Upfront Open the Doors for Possibilities
Seek to learn what caught the person’s interest to take the time to meet, and what’s on their mind. Throughout the conversation, ask more profound questions regarding their past troubling experiences. Doing so will indicate why they contacted you, but further questioning will confirm or revise what you may be thinking.
One goal is to professionally get yourself on the same or similar page regarding understanding each other’s past and desires for the future. We can learn about each other’s good and bad experiences from the beginning to the future. Accordingly, this leads to the realization of opening the doors of possibilities moving forward. However, asking more questions will encourage details on how you may best assist your prospective client.
Larger Companies Provide More Opportunities
Upon enjoying an initial conversation, the representative of a larger company will suggest meeting with formal decision-makers. During the time between appointments, it will be wise to research all you can about the company and the people with whom you are to meet. Upon meeting, your first words are to briefly indicate what impressed you most while reviewing the company history. Accordingly, the current and potentially future conversations will become more in-depth as you begin to familiarize yourselves with one another.
Adhering to the Agendas
At every turn in the sales cycle, honesty and integrity are at stake. Not every request can be properly fulfilled, and it’s common to overlook a specific request accidentally. An immediate apology and revealing how you will take corrective action are vital. Typically, it’s almost a ‘good thing’ that an error occurred to demonstrate your integrity, as it confirms the decision to work together.
Perfection Is Non-Existent
Although we take pride in knowing we did a good job, it’s wise to accept that perfection is non-existent due to everything having varying experiences and ideas. After a sale concludes, instead of foolishly vocalizing the good you did for the company, it’s far better to ask for their appraisal of you. Why?
Client perception is everything; it will discourage or encourage further business. Your questions will make them realize that you are always on duty to perform your best and are willing to accept suggestions.
Request Suggestions
Upfront, it’s also vital to realize we are each one person with our ideas. However, using the collaborative mindset by asking questions can give us exponential possibilities over time. Now consider the variety of suggestions that may come forth for one year and all the future possibilities they may entail. Your future sales can skyrocket by embracing your combined knowledge and that of those you serve.
Sales is a demanding profession in that one hears ‘No’ far more often than they receive a ‘Yes!’ Adding to the pressure is management hounding their representatives to do better. Accordingly, corporate turnover is horrific and adversely affects the bottom line.
Conclusion: Know Your Prospects Well for Sales and Business Growth
A critical question is, ‘What if management were to treat their sales staff as their clientele?’ Instead of hounding the reps for more sales, they would do far better to help them build their unique returning and referring clientele. Accordingly, the sales representatives would silently become their employer’s returning and referring clientele.
For more Insights, visit Elinor’s Amazon Author Page
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Sales Tips: Know Your Prospects Well for Sales and Business Growth
- Commit to your long-term vision for the company and your team.
- Embrace your experience and lessons learned to share with staff, prospects, clientele, and anyone who asks for insights.
- Consider training options available, plus testing to find the better route; feedback helps.
- Keep an eye on thought leaders in your field for new ideas on how you might proceed, and consider private training such as public speaking.
- Never underestimate the novel ideas of anyone.
- Listen carefully to advice and the previous experiences of others to determine what may work best for you.
- Walk away from those who insult you; create a collaborative environment with staff and those you encounter.
- At the end of all communications, ask the other party or people if they have questions to ensure clarification.
- ‘Don’t give up – find a better way!’
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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