Before you pick up that phone or knock on that door you want to be sure you are in the sales zone. Here are five steps to take to make sure you are ready to sell:
1. Research: Only a fool heads out to a sales call without doing some research. Visit their site and learn about their business so you are ready to face them with confidence.
2. Prepare Your Questions: Many sales reps make the mistake that all the questions are going to come from the prospect. This is not the case if you want to succeed. Have standard questions ready that will help you find their weaknesses. This is the only way you will zone in on why they need you.
3. Solve a Problem: Listen carefully for any clues where you can be of assistance and don’t make the mistake of thinking it can only be related to the product you are selling. They might mention something else they are having difficulty with that might be a different division in your company to which you can refer them or the need for a catering company at event that you can recommend. Ears perked and mind at work is the way to solve a problem.
4. Access to Note Taking: The best way to have a reason to come back to a prospect is to take notes and look for an in to re-contact them. For example, they might ask a question about a price break, a certain model required ASAP or for a possible demo. Watch for openings that will allow you to have control over the wind up at the end of the meeting where you can casually say, “Okay so I will get back to you about that demo by Wednesday.” This will show you were listening and also hopefully have them nodding and agreeing this is the logical next step.
5. Closing Strategy: Go in with a closing strategy so you are ready to move things forward. Being taken off guard by a sudden sale could spook them into changing their minds.
Before you can even think of selling to a prospect these five steps will get you in the zone and keep you there until you can seal the deal.
The Sales Coaching Institute is a leader in sales and sales management training who can help get you into the sales zone. Visit them at SalesCoach.us.
