Softer Side of Selling

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Sales Skill: Finding The Budget

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Great salespeople know finding the budget is a key piece to winning the order. Price is the monetary value we place on the product or service we sell. It is important to know what our customer is willing to pay for the solution to the problem they are trying to solve. Once you, great salesperson, understand the problem the customer has then get on about finding the budget.

Finding the budget is a key to sales success

Great Salespeople Have The Courage To Find The Budget
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Talking About Money

How do you feel about money? Great salespeople are well within their comfort zone discussing the budget with the customer. They understand the value of their solution to the customer’s problem. And they have the skill to lead the discussion. My mentor, Jim Wilson, would say to a prospect: “At some point we are going to need to talk about money. Why not do it now?” A more sophisticated approach is the one Neil Rackham describes as SPIN Selling. We all know it is better to understand the customer’s budget early in the sales process….

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Sales Skill: Dream Big Then Plan To Be Successful

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Great salespeople have a vision of their future. Call it a dream if you want. And they know how to make dreams come true. It’s not enough to dream. You must plan to realize your dreams. Muhammad Ali one of the greatest boxers of all time and a pretty good philosopher too put it this way: “The fight is won or lost far away from witnesses – behind the lines, in the gym, and out there on the road, long before I dance under those lights.”

Great salespeople not only dream big but they diligently plan to achieve those dreams.

Dream Big – Plan To Succeed
Image by Tumisu from Pixabay

The Best Salespeople Plan

What Muhammad Ali meant is you must plan and do all the preparatory work before the first contact with a prospect to be successful. Preparing is the key to winning. Great salespeople plan the month, the week, the day and each sales call. In each salesperson’s sales funnel there are prospects at various stages of the buying process. Near the top are those who have just begun thinking about a purchase and at the bottom are the few who are now ready to buy. Great salespeople plan to be successful all along the sales funnel….

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Sales Skill: The Scientific Method In Sales

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Remember when you were in science class discussing scientific method? Did you ever think how it applies to sales? Consider what great salespeople do. They wonder whether or not a prospect will buy their product or service. Then set about finding the answer. So this is much like the scientist making an observation wondering about what they observed and setting about confirming the observation.

Great salespeople use the scientific method to win the sale

Salespeople Are Like Scientists Looking For Answers
Image by GraphicMama-team from Pixabay

What Is Scientific Method?

For some readers it may have been a while since you were in school. Remember scientific method is a process to explore observations and answer questions. Like most processes it has multiple steps. Begin with posing a question. Do a bit of research. Form a hypothesis. Test it. Evaluate the results. Was the hypothesis validated? If not revise the hypothesis and retest. During the process the scientist looks for bias in the assumptions and testing. Scientists are rigorous in testing the hypothesis. At the end of the test they draw a conclusion….

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Sales Skills: Keep Customer Relationships Fresh

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Great salespeople know that “out of sight is out of mind.” They keep customer relationships fresh by regularly meeting with their best customers. One way to keep in touch now that COVID 19 has limited face-to-face meetings is to simply make a phone call. But don’t call to make a sale. Call just to learn how your customer is doing and how COVID pandemic has changed their business.

Handshake showing affirmative customer relationship

Great Salespeople Keep Customer Relationships Fresh
Image from Pixabay

Ask For Feedback

Keeping your customers happy requires good communication and feedback. Don’t be afraid to ask your customers how you are doing. You may find out some very valuable information—like why they keep using your services or products, or that they are unhappy with something that you need to fix ASAP. By speaking with your customers you can find out a lot about customer relationships. How do you think you are doing? Do your customers like you? Why do they keep using your service or business? Or why do they leave? Are you afraid to ask? Do you think that if you ask, you’ll get an ear-full?

What Should You Ask?

Are you wondering how to start the conversation? Here are a few questions to ask your good customers:

  • How did your company originally select us as a supplier? (This reinforces their decision.)
  • What do you like best about dealing with us? (Points to remember when prospecting.)
  • If you could change anything to improve our relationship, what would it be? (Fix the problems immediately!)
  • How can our company increase market share? (Good customers are eager to help and like to be asked for advice.)
  • How does our company stack up against the competition? (You need to know this.)
  • If you were the CEO of our company, how would you go about holding on to good customers like yourself? (They’ll tell you.)

Keep ’em Talking

Did you notice? These are all open-ended questions designed to get and keep the customer talking. Remember, your role as a salesperson is to ask good questions and listen to the answers. Make sure the customer is talking more than you are. When you allow your customer to speak they feel cared about. That’s the feeling you want engender to keep customer relationships fresh.

What Can You Do Right Now To Keep Customer Relationships Fresh?

  • Make a plan to regularly call your best customers
  • Call to thank them for their business
  • Ask questions which lead you to understand how to keep the customer relationship fresh

To learn more, see Chapter 22, Customer Management, in Secrets of the Softer Side of Selling. For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford

Nobody Buys What You Are Selling!

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You are probably thinking: “Crawford, you have really lost it now. This quarantine is getting to you. Of course they are buying what I’m selling. I got the sales to prove it.” Really? It’s true nobody buys what you are selling. Your customers buy because they are convinced your product or service will solve a problem they have. Great salespeople know that to make a sale they first have to identify the problem the prospect has. And they make the sale because they can put the buyer’s mind at ease by solving the problem. The product or service is a means to an end for the buyer, not the end itself.

Nobody buys a product or service. They make a purchase to solve a problem

Find A Problem – Make A Sale

First Find The Pain

All great salespeople have a selling system. The one I use challenges me to find the pain early. Yes, pain. All purchases are made emotionally even though it may feel like a rational approach to the buyer. Salespeople must discover the buyer’s problem and the impact of the problem. Once they understand the buyer’s need for change, great salespeople offer a solution to the problem. Depending on the severity of the problem price may be the least of the buyer’s concerns….

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Sales Skills: Growing Your Sales

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Great salespeople are always looking for ways to increase their customer base. Right now during this pandemic, you might be scrambling to deal with the effect on your current customers. And think you are too busy fighting fires to look for new customers. But then why would this time be any different? More intense maybe but great salespeople are always looking to find new customers. So slow down, take a breath and think about ways to grow your sales.

Look at the four ways to increase your sales

Grow Your Sales In These Four Areas

Where Do New Customers Come From?

Check out the graphic on this post. Growing your sales can only come from four sources. 1. Selling more of an existing product to an existing customer. This might be a challenge during this time of economic uncertainty when your customer might be struggling when demand for their product is falling. Or maybe one of your competitors is faltering in serving their customers and you can move in. …

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Sales Skills: The Pivot

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Great salespeople are always tuned in to when to use the pivot. Over the course of a long sales cycle pursuit things can change. And even in short sales cycle or one-call-close salespeople watch for changes in the buyer. How does the great salesperson know when to pivot? By asking good questions and actively listening.

Road Maestro used the pivot to start a side hussle

Great Salespeople Are Creative With The Pivot

What Is The Pivot?

So there you are great salesperson, moving through your sales process. During a sales call to move the prospect toward the close, you hear an answer you didn’t expect. That’s when you go back to earlier steps in the sales process. That’s the pivot. When you discover the need to move the sales process in a different direction….

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Sales Skills: Dealing with “NO”

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Great salespeople are expert and dealing with “no”. It’s part of the sales process. Not every prospect is going to want or need your product or service. Sometimes salespeople are dealing with “no” for reasons outside of the control of either the buyer or the seller. Think about a company supplying food to restaurants when they were shut down during the pandemic. Recently the Atlantic Coast Pipeline project was shut down. Something the contractors never wanted to happen but didn’t control. Airplane manufacturers are dealing with “no” aircraft deliveries since airline traffic is drastically reduced. So what do great salespeople know about dealing with “no”.

All great salespeople see NO on the way to YES

Great Salespeople Are Expert Dealing With “NO”
Image by Gordon Johnson from Pixabay

Get To “NO” Quickly

Prospecting is the art of finding good potential customers. Great salespeople know how to determine the quality of a prospect quickly. They are skilled at asking questions and actively listening to prospects answers. As soon as they find the prospect doesn’t have a need or want the product or service, doesn’t have the budget or the decision maker is apathetic about the project the salesperson has two choices. Either drop this sales pursuit and move on or determine how to overcome the barriers to this sale. Great salespeople are expert at evaluating a prospect….

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Sales Skills: The Take Away

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Great salespeople value their time. When you hit a stonewall and feel a customer or prospect is wasting your time use the “take away” technique. Whether it’s a confirmed meeting which keeps getting put off or an offer on the table without a decision a salesperson can take it away.

When great salespeople hit a stone wall. They use the "take away" technique.

A Sales Stonewall Calls For The Take Away Technique
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The Value Of The Take Away

Each day we are blessed with only 24 hours. To be great in sales we need to use each of the working hours achieving our goals. Sometimes we find ourselves in a situation where the customer or prospect just disappears. No matter how we try we never get a response. The “take away” is a tool we can use to shake up the prospect or customer. If they respond then we have rejuvenated the selling process. If not we move on and stop wasting time….

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Sales Skills: The Follow Up

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“Nothing ever happens in business until somebody sells something” is the old adage. So until you, great salesperson, close a deal your job is not finished. In these times of disruption of the traditional face-to-face selling process the follow up has a different look. Looking at a prospect on a screen offers a different set of feedback than sitting across the desk from them. But the follow up is still key to finding, winning and keeping good customers.

Great salespeople are skilled at follow up

Great Salespeople Use Follow Up Skills To Close More Business
Image from Pixabay

How Is It The Same In Virtual Selling?

First of all, great salespeople recognize the need for follow up. At the end of each sales call, virtual or not, you need to set the agenda for the next meeting. At each step of the sales process the salesperson seeks to gain insight into the prospect. For long sales cycle work follow up occurs on a schedule. For shorter sales cycle business, frequent follow up is important to maintain sales momentum….

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