Recognize the Elements of Sales Success Preparation

Well, we have been together for five

minutes and I can already tell that

you know nothing about me, my

company, my products, my issues, or

my market. What was it you were

trying to sell me again?

—Anonymous Buyer

I’m sure many of us have heard or seen this quote somewhere in our selling careers. This is a good example of what you don’t want in the minds of your prospects in your first meeting.  That first meeting is critical to your success so you better be PREPARED.  You only have a few moments to make a positive 1^st impression.

The Boy Scout motto around the world for more than 100 years has been “be prepared.” It should be the motto of all consultants who believe that they can and will achieve their success goals. With all the information in the world instantly available today, successful consultants prepare by researching and understanding the prospect’s wants, needs, and motives.

A key to sales success is to increase business by building relationships and uncovering buying motives. An obvious first step is to gather information about the prospect’s products, services and company. That’s only part of what consultants need to do to get ready.  Information does not become sales intelligence until the consultant sincerely tries to understand what it’s like to walk in the prospect’s shoes.  The consultant is less informed today than the customer for the first time ever. For example, consultants who work for a car company may know all about Mazdas.  Most customers will have done research on the Internet and know all about Mazdas, Hondas, Chevrolets, and more.

Consultants need to prepare to be of value to customers.

•   They need to understand the buyer’s point of view and motives—and what will happen or what the outcome will be after the customer takes ownership of the product or service

•   They need to focus on the use of the product in the customer’s terms (vs.the features and technical aspects)

Elements of Sales Success

Preparation

There are three elements of sales success

preparation:

• Attitude and Belief—are you mentally ready?

• Buyer’s Perspective—how are you going to solve problems from the buyer’s point of view?

• Your Credibility—have you searched yourself and your company recently on the Internet? (Hint: The prospect probably has or will.)

Buyer’s Perspective

Information gathering forms the heart of the solutions you present. Turning information into sales intelligence helps determine how you create value for buyers.

“Try honestly to see things from the

other person’s point of view.”

—Dale Carnegie

 

Sorry to be a bummer, potential clients don’t care about you, your service or your products.  They care about themselves, their issues and their concerns.

These concerns may include:

Increasing revenues, increasing efficiencies, mission critical employees and processes, workflow and related operations, procurement, resources, customer service, reducing costs, staying compliant and of course many others.

Hint:  How do your products or services help your current customers in these areas?

If you don’t know, you should, ask them.

What do you think sounds more credible to a potential client?

#1  Good afternoon, Mr. Customer, my name is Joe Blow from ABC Company and we sell the best office equipment in the world!  We got copiers, printers, computers, what do you need?

Customer is thinking, how can I get rid of this person, I have all that, don’t need it.

#2 Good afternoon, Mr Customer, my name is Joe Blow and we help our customers reduce their office operating costs.  For example, we worked with a company similar to your size and industry and we were able to reduce their monthly office operating costs by 22%.  I’m not sure if we can guarantee you the same results, who would I talk to in your company to access your needs to see if working together would be of benefit to you?

 

I’m a business owner, I know which one I like better J

 

 

Happy Selling!!