SKILL
Make Sales as Easy as SELLING POWER EDITORS
When you’re in hot pursuit of prospects and profits, it’s easy to forget the little rules that help close big sales. To stay on track, just remember your ABCs.
A.
Be ATTENTIVE. Your customers want to know they’re more than just a source of revenue to you. Give them the attention they deserve, and show them you want to help. Listen to what they tell you about themselves and their business – both before and after the sale. Touch base occasionally just to ask how things are going. Send un- expected thank-you notes and emails to show your appreciation. ASK questions. To help your customers, you need to know their problems, goals, preferences, and pet peeves. When you do, you’ll know what products and services they need and how to be a valuable resource to them. Make a list of questions to ask all your prospects; then, custom-
8 | MARCH 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
ize or add questions to suit each individual. Design a questionnaire to find out what your customers think of you, your products, and your service. Consult managers or other salespeople for help with prob- lems. Remember: Asking questions doesn’t make you ignorant, but not asking could very well put you at a disadvantage.
B.
Do everything BETTER. Instead of settling on a selling plateau, make a commitment to ongoing improve- ment. When you reach one goal, set another. Research your competitors’ products and services and find out what makes yours better. Create a file of your competitors’ products to
find out what they offer and how they present it; then, use that information to improve your own presentations. Stay BUSY. Many different factors help ensure sales success (a good ter- ritory, solid skills), but constant activity may be the most important. Make more contacts and presentations, and you’re almost certain to close more sales. Figure out how much time you spend getting in touch with prospects each day and how you spend the rest of your time. Does it take you 15 minutes to send an email because you stop by the watercooler to chat? In a month’s time, those wasted minutes can add up. Plan your workday a day in advance so you move quickly from one task to the next. If you stay busy doing the proper things, sooner or later you’ll see the results.
C.
Perfect your CLOSING. If presenta- tions tell prospects why they should buy your product or service, the close helps them make up their minds. You can make a compelling case for your product, but ending with a weak close may cost you the sale. Learn a variety of closes and how to match them to different prospects. Look and listen
VLADWEL /
SHUTTERSTOCK.COM
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