have favorite vendors they turn to first, send out requests for proposals, or shop around for bids and quotes. “Decided” is the final stage in the


purchasing process, but prospects may repeat each stage to decide on a vendor.


Ask a variety of questions to per- suade prospects to buy from you, including, “Under what circumstances would you ever consider using some- one else?” or, “What would you like that you might not be getting now?” A note of warning: Some salespeople like to ask buyers what they like about their current vendor, but that question may remind them why they shouldn’t take a chance on someone new. When you spot an opportunity to bid or quote on some business – or a decided prospect sends you a request for proposal – get more information. You can use it to add value to your proposal and sell based on the pros- pect’s real reasons for buying. For instance, a prospect asks a printing salesperson for a direct-mail package proposal. The salesperson must now nail down what the cus- tomer really wants and needs. Once you know objectives and limitations, you can offer suggestions on print- ing paper, mailing, etc., that can save your prospect money and encour- age a buying decision. The value this salesperson adds to the sale gives him a definite advantage over competitors. Finally, before you invest a lot of


effort in a proposal, make sure your buyer will consider it fairly and seri- ously by asking, “What is the process you’ll follow to make the decision after you get the bids?” or, “If I had all these things in a proposal, are we the ones you would select?” They may not promise you an order, but you will help make sure your chance is as good as anyone’s. Prospects grow and develop at their own pace. When they aren’t even sure they want to buy your product, you have some ground to cover before you ask what model they want. Instead of pushing them


into a decision they aren’t ready to make, show respect for them by sell- ing at their pace. Provide the infor- mation and persuasion they need


as they progress through the buying process. Have patience with your prospects and you may find they’re worth the wait. 


VIDEO: THE PROBLEM WITH SALES COACHING


SELLING TIP Your Quota


One of the most significant words in the English language is “quota.” From the cradle to the grave, quotas are the measure of our possibilities, the gauge of our progress, the test of our fitness for life itself. In childhood, we are measured by dietary, health, and intelligence quotas; in youth, by performance quotas; in adulthood, by achievement quotas; and, in old age, by the success with which we have met the quota standards of all three periods. To establish a record of 100 percent of quota in any line of endeavor is


to prove oneself better than average. One has to be better than average to achieve 100 percent in anything – whether an ordinary spelling bee or a competitive test of physical fitness. In business, it is to establish a record of preparation, application, and execution that is unquestionable proof of personal ability. Art and science are both combined in establishing such a record, and its possessor may truly claim to be 100 percent. Quotas are seldom self-imposed; almost invariably, they are set for us by others. Yet quotas are our only individual gauge of progress. To equal (or exceed) a self-imposed quota of daily accomplishment should be the aim of every individual who aspires to excel. Within us there are wells of thought and dynamos of energy that are not suspected until emergencies arise. Then, oftentimes, we find it is comparatively simple to double or triple our former capacities and to amaze ourselves by the results achieved. Quotas, when set up for us by others, are challenges that goad us on to surpass ourselves. The outstanding leaders of every age are those who set up their own quotas and constantly exceed them.


– THOMAS WATSON


SELLING POWER MARCH 2019 | 9 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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