Often times we look for ways to speed things up. We're constantly searching for tips, tricks and hacks to make things go faster for us. As salespeople we are constantly trying to speed up the sales cycle at the expense of the customer. When we try to speed up our meetings and move quickly to the proposal and the negotiation process we risk missing out on critical information that we might need to help the client meet their needs.
It was an all too familiar moment. My hands hovered above the keyboard waiting for that lightning bolt of inspiration to hit. That moment when I would start typing, typing, typing, and like magic 800 words would magically appear. A perfect post. One that only requires minimal editing.
When communicating the difference between price and value with a client, the client will typically want to negotiate price if they don't understand all the value behind the price. I like to ask, "besides price, what else is really important to you?" This then gets the customer to talk about all the other elements that they could be interested in.
What are your clients actually buying? They aren't purchasing the product or service that you are providing, that is just the gateway to what they will ultimately receive. For every feature that your product or service has ask, "So What"? Why would the client care? What are they really after? Sell the client on the ultimate goal and then use your product or service as the means to get there.
The follow up in a sales cycle is your opportunity to keep current clients engaged and prospects informed on new products and services. It ensures you keep your sales funnel full by bringing in new opportunities with contacts with whom the timing is right for them.
“My event in Sydney is only three days away, and I only have two people registered for it,” I texted my friend in a panic.
Why are you calling someone and only talking about yourself and your product and service? Look at the cold call as an opportunity to start the relationship. Find out about the other person and let the natural segue flow into what you offer and how it may answer their needs.
When you are wanting something in your life, it is necessary to have to ask those around you for what you want. Be shameless in your ask. If you want it, own it. Go for the ask. Be bold!
I attend a lot of networking events. I’m actually quite good at it, because I am genuinely interested in other people and what they do. Not because I think I can use every person’s product or service that I meet, but because I believe I know someone that can. The more I get to know a person, the more I understand their business and what they do, and the more I can help connect people within my network. I love being known as the person that can connect. I love being the person that if someone is looking for something, besides using a google search, they will contact me and ask me if I know anyone offering that particular service or product. Word of mouth is so powerful, and being an entrepreneur, it is how a majority of my business and the business of so many others find their clients.