Too many sales people try too hard to sell their products and services and thus miss opportunities. Not listening to the prospect results in not understanding their requirements. Successful sales engage, investigate, listen, demonstrates value and uses two-way communication in the role to solve business problems for their customers.
Too many sales people try too hard to sell their products and services and thus miss opportunities. Not listening to the prospect results in not understanding their requirements. Successful sales engage, investigate, listens, demonstrates value and uses two-way communication in the role to solve business problems for their customers.
Engage: To attract a prospect’s interest or attention. This is where you open a conversation but in a consultative way. You want to create a situation which will give you the opportunity to learn more about the prospect where he gives you all the answers you need to proceed with the sale.
Investigate: Many call it the 'Discovery stage ' - The first call after connecting with a prospect is the most important in the sales process.
It sets the tone for the entire sales process and relationship. If you do not tackle it well you will lose the sales opportunity. This is where you need to investigate the issues, challenges, goals …to diagnose the prospect’s situation; for that you need to ask some very good questions whilst remaining conversational. Make sure you do not sound like you are doing a survey, otherwise, you will lose the prospects interest. Simply show interest in what they are saying and converse!
Listen: Of course paying attention to what prospect says is KEY! The more the prospect talk the better it is.
Demonstrate Value: After discovering an area causing stress, suggest a solution and then deliver on it. Show how your solution can meet the expressed need. By doing so, you demonstrate that you can help with the issues that the prospect is experiencing and which matters for him.
Converse: engage in conversation is also key! No one like interrogations.
One more thing: Have fun! Selling should also be fun and natural.
For example, my experience has enabled me to develop my own style. I call “friendly selling”. I really enjoy talking to people and learn more about their business but I also take the time to assist when needed. During my career, I have dealt with different verticals (Banking, Energy, Construction, Retail, Manufacturing, Transportation…), managing different size of deals. One thing that I remember, is that my prospects always remember me after the first call and also acknowledge my friendliness and professionalism. To hear this really motivates me because what matters is meeting my customer’s needs.