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Test every idea you come up with from your customer's perspective. Think: If I said or did this, how would my customer interpret it or react? Only their perception is important - not what you meant. Make your changes before call to increase your success.
7. Minimize Opportunity Leakage Unless customers can explicitly state business value of your offering in concrete terms your opportunity can easily evaporate into thin air - even if they appear highly interested.
To increase your order rate, ask questions such as: Why would this help you? What value would you get from this service? What are primary benefits you would realize from my product/service? This cements value in their brain.
8. Make Follow-up Meetings Concrete Don't ever leave a meeting without scheduling your next one - or you may never catch up with your customer again. They're running from meeting-to-meeting, busy handling way too many projects.
The longer it takes to reschedule, more their desire for your offering fades. Get meeting on both your calendars now - even if it's just to talk on phone.
9. Always Debrief Your Sales Calls This is only way you can get better. Ask yourself: a) what went well? b) where did I run into problems? and c) what could I do next time to get even better results?
This is absolutely only way you will improve. Sales is a grand experiment – customers change, markets change, your offerings change, and so does your knowledge base. Unless you're continually learning, you're losing ground.
10. Reframe Your Attitude Stop blaming economy or anything else for your problems. There are many things totally within your control. Approach all tough sales situations with a "what's possible" or "how can I?" mindset. If you're stuck, brainstorm with friends or colleagues.
Accept 100% responsibility for your sales success and continually be on lookout for creative approaches to take your business to next level.
Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to firstname.lastname@example.org . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.
Contact Jill Konrath at www.SellingtoBigCompanies.com or at (651) 429-1922 to find out how she can help take your sales to the next level.