Put those two words on your screensaver and think about what it means to you and your business each day.
Customers are entering into the buying process later than ever, thanks to the plethora of information available on the internet.
The old days of customers wanting you the salesperson to share with them everything you know is gone.
Customers don’t have time for it, and for that matter, neither do you.
Long sales calls are not a direct reflection of the eventual success of a sales call. The most valuable asset you have as a salesperson is your time, and the last thing you want to be doing is spending it in a manner that looks busy but yields low results.
I’m not talking about throwing out a price and letting that be the reason a person buys. I’m also not saying to become merely an order taker, slopping up the easy sales that come your way.
What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits. What this means is you have to truly understand who your customer is and what their key drivers are.
To achieve this means you first must have a series of questions that allows you to uncover quickly the customer’s needs. Remember, this is not to uncover what they want to buy. It’s to uncover their needs. Big difference!
Second, it means you have to listen better than anyone else the prospect/customer could find.
I’m a strong believer there are significant sales opportunities that abound in every industry, but they’re never uncovered because the sales industry does a poor job of listening
Ask yourself what can you do to speed up the sales process, not to merely close easy sales, but to get the sale that otherwise would not have occurred using a drawn out slow process.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.