Thursday, September 1, 2016
SALES SKILLS - 5 WAYS TO SPEED UP YOUR SALES PROCESS
Too many
times we get bogged down with the prospective client
Sure, the
reasons can be many, but it doesn’t matter. Anytime things bog
down, it eats into your time and your earnings.
Below are
5 things we can do right now to accelerate the process:
1. Skip
the presentation and ask more questions
Don’t focus your time on crafting your PowerPoint and your
talking points. Take that time and spend it developing more questions. More importantly, think through how you will follow up
each question with another question.
2. Be
prepared to ask tough questions early on to verify if there is potential
Consider
these three questions: What is your timeline for
making a decision? How have you made decisions
like this in the past? What is the outcome you’re looking to achieve?
3. Follow
up fast
Don’t think for a moment your prospect is thinking about you,
because they’re not. During each phase of
the selling process, the faster you follow up, the greater your potential for
closing the sale.
4. Take
the small order if that’s what it takes to move them
forward
Sure, we
all want to land the big sale, but if the big sale is not there, grab the small
one and use it as a springboard to move up to the next sale.
5. Skip
the formality of a scheduled meeting and make it happen anytime, anywhere
Don’t allow yourself to believe because you’ve always sold sitting across a desk that you need to
continue doing so. Make it happen with a video or audio call instead. Your
prospect many times will appreciate this, as they tend to be faster and less
intrusive on their schedule.
Bonus
Item: Make sure each time you’re talking with a prospect,
you have in your mind the expectation of closing a sale. If your attitude is
not focused on making a sale, the best you’ll ever get is bread crumbs.
Posted in
Business presentations Conference presentations Facilitating meetings,
Business presentations Conference presentations Facilitating meetings Presentation skills training Public
by effectivecommunication.com.au
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dklalsoy September 3, 2016 at 4:38 AM