memorable sale The “Captain Kirk” Close
PAT BRUNO
Just when the sale seemed gone for good, a Star Trek-style message brought the buyers back. A couple about to tie the mar- riage knot requested my DJ service for their wedding reception music. Then they seemed to vanish into thin air. We sent them the appropriate paperwork. When they didn’t return it on time, we tried calling repeat- edly – but always got an answering machine. Although I left messages, they never called back. In a last-ditch effort to connect with the couple and save the sale, I left one final message. The groom- to-be had recorded their answer- ing machine greeting in his best “Scotty” voice, desperately explain- ing to the caller that the ship’s power
REP TO REP Analyze Your Performance
You ask your customers questions all day long to discover their needs – so why not turn the tables and start asking yourself some questions after sales calls? With some honest soul searching, you might discover a few things about yourself. Try the following questions: How did I appear to that customer? Was I confident and knowl- edgeable?
Did I determine the customer’s needs? What objections to the
product did the customer have? Was there anything else I could have offered to explain or demonstrate? Did I use powerful descriptions to differentiate the benefits of my
product? Did I respond to them with reasons the product would actu- ally benefit them by saving them money or time? Did I sell peace of mind? Did I sell convenience? Did I sell prestige? Did I, in fact, start building a lifetime relationship with that customer? What were my preconceived expectations? Did I plan to make a sale, or was I prepared for the customer to walk away? Did I present all the facts and offer alternatives?
This short, but insightful analysis practiced daily can help you be- come a more tuned-in and successful sales professional.
– LINDA MEEHAN CHECK OUT THE SELLING POWER POSTER SERIES
was going down and he was giving Captain Kirk all he could, etc., then promising to call back later. Hoping a little humor would help me get a call back, I assumed the role of Captain James T. Kirk and left the following message: “Captain’s log, stardate 9057.2. Have been unable to locate the missing couple and our hails are going unanswered. I fear they may have been captured by Klingons. I will attempt this final hail in hopes they can still be helped...” The very next day, they came to
our office and signed their contract. By using humor to defuse a stressful situation, I had taken the pressure off my prospects and got a sale that might otherwise have been lost in space!
SELLING TIP
Negotiation Tactics Learning how to negotiate is one of the linchpins of effective sell- ing. What should you keep in mind when facing a prospect who is in the negotiating mood? Be prepared to be challenged. The more you know about your product lines and services, the more confidence and leverage you bring to the table. And the more knowledge you have, the better able you are to think “outside of the box” in terms of creating solu- tions and dealing with different curves and angles. Be proactive, anticipate what could happen, and put together a game plan in advance. That means getting all the issues out on the table and deciding what you’re will- ing to negotiate. It also entails ask- ing the customer questions to find out why they want to negotiate. You may uncover that price isn’t an issue and that the real reason is because the customer wants to impress the boss or a coworker. Negotiating is a two-way street.
Before you start the process, de- termine what you expect in return from customers if you give them what they want.
Simply be so good at what you do and what you offer that there isn’t any room for negotiation. The more credibility you have, the less you have to negotiate. Finally, remember that all cus- tomers are important. But their value is in direct proportion to how much time they spend with you and how high-maintenance they are. If they’re taking an inordinate amount of your time, are hindering your sales efforts on more promising ac- counts, and are high on the “pain” thermometer, it might make sense to walk away.
– WILLIAM F. KENDY SELLING POWER OCTOBER 2015 | 5 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50