THE SALES HUNTER’S SALES MOTIVATION BLOG

I’m constantly amazed at the number of times I run across salespeople who clearly don’t believe what they’re saying. It is easy to spot in the person’s face and body language. They take on a whole host of non-verbals, ranging from non-expressive smiles with tight lips to eyes that lack any sense of direction. Whether we’re selling to a customer in person or on the phone, we have to make sure our entire face reflects the enthusiasm and excitement of our words. How can we expect a person to buy from us if we’re not connected to and excited about what we’re selling?

Although it might sound strange, have you ever examined what you look like when you speak? You may be surprised at what you see. Take some time to analyze yourself in front of a mirror or through a video recording. Would you believe someone who was talking to you in the manner that you see? The things you thought were “working” might actually be hindering a sale. A little time and awkwardness in front of the mirror can make a huge impact on your bottom line.

China is clearly the world’s largest marketplace and currently the 3rd largest economy from a GDP perspective. In September, I’ll be speaking to nearly 2,000 Chinese business people in Guangzhou and Shanghai. This 9-day trip is being put on by Global True North, a consulting group which works to bring US and Chinese business people together. Five US corporations are being invited to join us on this trip. The companies traveling with us will have the opportunity to dialogue with key Chinese business people.

I’d like to invite you to drop me an email (Mark@TheSalesHunter.com) if you’re interested in being part of this huge business opportunity. I’ll be sharing more about this in the weeks to come, however because of the lead-time necessary to secure a Visa, we will need to finalize our travel list very shortly. We will leave Sept. 2 and return to the US on Sept. 13.

You can’t cut your price and expect to achieve prosperity. Instead, offer more service to support a price point rather than suggesting a discount.

With the economy performing the way it is, there are far too many salespeople who believe the only solution is to cut their price. Cutting a price is something that should not be done without a tremendous amount of thought. I’m not going to go into all of the reasons why, as I’ve talked about this on a number of other occasions, and you can read my strategies on pricing by going to the “articles” section on my website. What I do want to emphasize is the need to make sure you’re talking about what is of value to the customer and not what you believe is of value. The customer will always pay more if they believe the value they’ll receive is worth it. The reason salespeople don’t exercise the premise of the value with the customer more is simply due to the fact they don’t spend enough talking to them and asking the right questions to determine what the customer truly values. Before you think about any type of a price cut, consider whether you’ve asked the customer enough questions to truly understand what their needs are.

If you’re a salesperson who has retained customers for years, celebrate them by recognizing the anniversary of your initial contact with them. Dropping them a note of thanks for your established relationship is a great way for your customers to realize how much you think of them and a means of taking the relationship to an even higher level.

How should you keep track of all these dates? Obviously, you need to find a system that works for you. Some ideas may include documenting them on a simple spreadsheet, entering them into your Outlook calendar, or writing them in your planner. If you’re organized, you’re already using ACT, GoldMine, or SalesForce and if so, this is the type of information that you should be recording in it. At the beginning of each month or week, take some time to send them an email or to jot them a note of thanks for their faithful partnership. This small effort helps to keep your relationship personal, and in today’s hurried and automated world, your customer will notice.

Although, it’s never been said to you, wouldn’t it be great to hear it? In reality, a price can never be too high. It only becomes that way when we haven’t taken the time to listen to the customer to allow the real benefits of the sales to come through. Remember—there is no such thing as “too expensive”. There is only the belief that the potential gain from something is not worth its cost. This principle explains why one person might be willing to pay only $10,000 for a car while another person sees its value at $100,000. Both cars supply transportation, yet the cars vary dramatically in value because they vary dramatically in terms of perceived benefit. Next time you’re about to buy or sell something, think in terms of the benefits the customer will gain and not in terms of the price you’re asking. When it comes right down to it, nothing can ever be too expensive. It can only lack sufficient benefits to warrant the price.

It might be worth your while to explore all the potential benefits your product or service could bring to your customers. If your goal is to communicate value, you need to have in your arsenal ideas that the customer might not have already considered. Remember, a benefit to one may not be a benefit to another, so by preparing your thoughts ahead of time, you will be able to sound like the professional that you are, rather than stumbling for your words. You are always part of the “value” equation.

Time creates or destroys value. Use it to your advantage.

Time is underutilized as both a sales and negotiating tool. People most commonly leverage time by encouraging people to buy now because the offer will expire soon or there will be a shortage. Although this can be an effective way to use time, it isn’t even close to what it could be. A key way to leverage time to your advantage is to sell to the customer’s perceived value of it. To do this, you need to find out early on in the selling process how the customer makes decisions and what their typical timeline is for purchasing. Additionally, in a B2B sale, you must identify the fiscal planning process the customer uses, as this can help you determine when a sale is even possible. Then you can tailor your plan to fit their schedule and, as a result, avoid getting into any type of a discounting mode.

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Always start off a sales call by covering three things. First, ensure the person has a clear understanding of the amount of time the call will take. Second, make sure the customer knows what the objective of the call is. And, third, connect the reason for the current sales call to a previous one you had or to information you may have recently sent. This communicates that you’re knowledgeable of them and their company, that you respect their time, and that whatever is decided in this current meeting will be acted upon by you.

Especially with the current state of the economy and the heightened competition for deals, it’s important that you are very prepared before making any sales call. Doing so communicates the value you can offer to the company you are calling. You show that you’ve done your homework ahead of time, thus not wasting theirs. You demonstrate that you are purposeful, knowledgeable, and efficient. Saving time is a priority to many people today, so take a few minutes before each sales call to get your act together.

One of the best ways to improve your ability to close a sale is to record every objection you hear and develop at least two ways to respond to each. If you do this on an on-going basis, you’ll find yourself much more prepared for any further objections that come at you.

Nothing speaks louder than being unprepared. If you’re presented with an objection you’ve never thought of before, odds are you’ll be scrambling not only for what to say, but also for sounding professional as you’re saying it. Taking the time to record the objections you’ve heard in the past as well as possible scenarios you may come across in the future gives you the ability to formulate the best response to each. Rather than giving an “off the cuff” response, wouldn’t it be a relief to be able to counter their objection knowledgably? Remember, you are the professional.

Customers are trained to ask for a lower price. They’re conditioned to push back. Never respond to an objection regarding price until you’ve heard the customer protest it at least twice.

The issue of price is not one of absolute price point. It’s one of absolute price value. The customer will always ask for a lower price until they feel they’re getting the value they’re looking for. This is a key reason why I’m a firm believer in taking the time to question the customer to find out what their needs are and what they believe are the real benefits they’re looking for from what you’re selling. The best way to respond to their request for a lower price is by asking them a question referencing the top benefit they’ve mentioned to you. By putting the discussion back on the key benefit, you’ll get them reflecting on why they want to buy from you in the first place. Discounting a price is simply a “no-win” game for you, no matter what you might be thinking at the time. If you discount a price, you will never make up the lost revenue.