Attract the Right Job or Clientele
Those newer to the sales profession are usually so desperate to make a sale; they start with the lowest price available. Yet, they lose the sale. Why is that? These people are unaware how to build a conversation, terms of the sale or how to conclude with the new client seeing immense value in the offering.
Admittedly, I made a big error today. I was all set to receive a service from a highly regard school. Unfortunately, I forgot to ask for a more advanced student. The greeting gave pause:
- Chewing gum
- Facial expression showed confusion
Twenty minutes later, the student mentor came over to speak with me. At this point, I was uncertain of whether to stay. The price of the basic service was reduced to cost, and the more advanced offerings were deleted from the list. Another 15 minutes passed, but the service provider still didn’t know how to begin, at which point I got out of the chair to maximize time left in the morning. I explained my need to go.
In this instance, the price of the service held no significance whatsoever. I was far more concerned about the predictable poor outcome.
Selling to Corporate
In the corporate world where products and services sell for substantial amounts, clients also want to be assured the delivery and service at all times are top notch. Similar to one person not wanting to waste their time, imagine a giant corporation having to face a similar dilemma. If their teams nationally and internationally were affected by poor delivery, the negative experience would significantly impact their bottom-line for the worse.
These types of problem point directly to the need of speaking to value at the beginning, in the middle and at the end of the conversation with prospective clients. One has to ask about the budget and acknowledge it regarding what one can and cannot provide in the range. Most people newer to providing services do not realize that once the value is evident, and the trust grows, very often the budget suddenly increases.
Value supersedes price almost every time. It is the seller’s duty to ask enough questions to uncover everything the buyer holds in mind along with their priority list. A combination of question and answer, and sharing related stories will build the relationship, the trust, and the sale. Best of all, the sale is prime for being completed at the top tier amount.
An extra note of caution is to seriously consider walking away from a sale if it becomes a requirement to sell at the lowest amount possible. The type of buyer that demands this usually requires much of one’s time as well. Everyone wins when the amount in question works for everyone involved. It then becomes a joy to work together. In this way, client loyalty builds along with repeat business, referrals, and testimonials.
Give thought to recent past sales. In reviewing the conversations, think about whether you sold strictly on price or at least included value; even better did you focus on value? You may wonder how to build value into the conversation, should you be new to the profession. It begins with doing your homework upfront. Research the client-to-be ahead of time. Seek out facts about the company and executive team, and the clients and industry versus the competitors and their clients.
Once in the meeting, the focus should be on a lively conversation designed to learn more about one another. As facts reveal themselves, make the determination where potential interest may be and have the other party confirm it. You may need one more meeting or several more.
Building value also requires that you do not hurry the sale. Those who do, look desperate and most often lose the sale. Building value requires time and patience as you take the time to build a strong relationship.
- Begin the business portion of the meeting by asking for the budget.
- If asked the price for what you sell, provide a wide range.
- Ask questions to learn about the current situation and problems seen.
- Inquire as to how the client views the path to solving the problems.
- Question what the solution will do for the department and the company.
- Your questions are to imply or include the benefits.
- Each step of the way, ask if the benefit will be useful.
- Together create a comprehensive package.
- Explain how delivery and service take place.
- Celebrate success!
My mantra is to learn from the best and then teach those coming up behind me. My accelerated success was directly due to networking with over-achievers and getting the appropriate coaching from those who went before me. In turn, I began teaching job seekers how to sell themselves on interviews. Today we are proud to share our Smooth Sale Community to help quicken the pace of learning.
Following these guidelines will lead you to the Smooth Sale!
P.S. Send us your sales related questions to firstname.lastname@example.org
- Be open to new thought.
- Apply the best of the new thought to your endeavor. Share ideas with peers. Intuitively recognize which new thought will work best for you.
- Share ideas with peers. Intuitively recognize which new thought will work best for you.
- the Intuitively recognize which new thought will work best for you.
- Recognize why the new thought is a good idea for business.
- Implement the new idea to strategically complement what is already in place.
- Network with top leaders in the field. Follow admired leaders online.
- Follow admired leaders online.
- Continually adjust strategies to remain ahead of the curve.
- Celebrate success!
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