When you complete a sales transaction, do you feel that your job is done? Do you simply take what that customer has purchased and file it away, so that you know who has already purchased? Or do you seek more information, to continue your ability to deliver (and obviously sell) value to your customer? How Well Do You Know Your Prospects and Customers? Knowing Them as an Individual Meeting a prospective client is the perfect opportunity to find out more about them and their business so that you can customize your offering to fit their needs. It may even be that you could offer an extra incentive that is personally valuable to a decision maker. The first time you speak or make contact is the time to begin relationship building, because if you don't you may not get another chance to build a relationship with that prospect. Also, if you already offer something they need, and they're wanting to buy, the relationship aspect will help to determine who will get the business. Because you have the relationship, they will have the extra vote of confidence that you will deliver what helps them. Although the relationship isn't the only determining factor, it certainly is persuasive. In general, people feel more comfortable buying from someone they feel they know. This is why so-called "shooting the breeze" can be so important. It helps to give the salesperson a little more insight into the person with whom they are dealing. The extra tidbits are so invaluable, because they help the salesperson to focus the sale on the person. Yes, your offering is for the business and you need to incorporate the value of the offering for the business, but it is less obtrusive and more friendly to align your sales pitch with the personality of the decision maker.

The Sales Focus difference? We incorporate our extensive business management consulting, executive sales, and marketing experience into a total sales solution. It reduces the risk for our clients, and gets you up and running within 45 days! Click to learn more. - Max If you received this from a friend and would like your own subscription, enter your email in the box below.   SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website.

Knowing the Company

Before walking into a sales meeting to offer up the latest in value adding products/services to a prospect, do your research. Analyze the company to determine how your offering is going to make their business better. Ask yourself questions that you think this particular prospect will ask, determine the answers, and qualify your statements. Understand the company's goals and objectives and be prepared to gear your sale towards their needs. If you choose to go in without any knowledge of the company, then you are probably wasting not only your time, but the prospect's as well. If you attempt to sell by only knowing about your company or offering, then you won't likely make the sale. People run companies, and people typically care about themselves and how this offering will benefit them in the end. They do not want to listen to a salesperson just talk about what that salesperson has to offer. Instead, they would like to know that you care about their company. Research can be easy, and it can greatly impact your relationship with a prospect, because the more you know about them the more valuable you become. Especially when it is time to make recommendations for other products and services you may offer.

The Result

The better you know your prospect and their needs, and continue that relationship and knowledge building beyond the sale, the more you will have satisfied prospects and clients who think favorably of you and will gladly open their mouth to tell others. The growing relationship also means that you will be at the top of the list when it is time to purchase additional products and services of value. In the end you, the salesperson, could be a valuable part of their business.

Remember from the last Sales Tips Newsletter, the new definition of selling: "Selling is the process of helping someone discover something of value". How can you incorporate value into your selling ...and your upsell... processes?
 

Ask Max! Max-a-Million, the Sales Expert! What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions. Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com

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