Those who started in sales are well familiar with what an “elevator pitch” is. If you happen to wait and ride an elevator car with a CEO, you got less than 30 seconds to sell yourself and your business to convince them to meet with you. It’s a popular concept then, and it still is now; however, it has significantly evolved as time passed.
At one point or another, a prospect or a client will ask more from you to close the deal. It happens, which is why there are some positions in companies built for this job role. The fact is, some people loves to negotiate, often asking for more. In your career as an entrepreneur or a sales person, this will happen.
Doing cold calls can be daunting at first. Apart from the fear of stumbling over your words, there’s that fear of rejection that sits on the back of your head. Well, let me ask you something: have you ever answered a call and started yelling or swearing before the person on the other line even got to speak? I highly doubt it.
Social media networks are more than just platforms for connecting with loved ones and updating your friends or followers with what’s going on with your life. Social media also plays an important role in growing your business. It can help you generate quality leads and build a relationship with potential and existing clients based on trust.
There are five stages of a relationship: attraction, dating, disappointment, stability, and ultimately, commitment.
When you’re engaged in sales conversations, have you ever experienced letting a client unconsciously lead the meeting? Need I remind you: it’s you who should be in the power position.
Let’s take a step back from the big picture and focus on two angles for now: the client’s goals and aspirations.
When meeting with prospects, are you the type of salesperson who gets in control of the conversation? Or is it the prospects that lead the meeting? Early on in the process, you have to establish your role to avert the classic case of the “blind leading the blind.”
When you make the first move to approach a client, to raise awareness and present solutions to their problems, know that you’re on the right track.
