SELLING FOR LIFE

Ever feel like your presentations are a bit too long and hard to follow?
Not closing as much business as you think you should?
Salespeople who are consistently successful at closing business follow a process.  Their secret, KISS, keep it simple stupid.
If you want to close more of your qualified opportunities, follow these simple steps.

Step 1. Before you begin your presentation ask “what’s changed since our last conversation?”  If the answer is nothing you are ready for step 2.

Step 2.  Review the decision making process.  Make sure everyone who has a say in this is in the room.

Step 3.  Deliver your presentation.  It should be between 2 and 4 pages.  Set aside your supporting documents until they are needed.

Step 4.  Present solutions for each problem then get “mini commitments” for each one before moving on to the next.

Step 5.  Once you have presented all of your solutions and gotten agreement that they solve the problem there is only one question left to ask.

“What would you like to do now?”

Follow these steps for presenting and you are on your way to closing more business, more often.

 

When you don't make the sale, who is to blame?  Is it the economy?  Is it your competition?  Is it your company?  OR could it be you?  Good sales people know that when they don"t get the sale it is no one’s fault but their own.  They assess what happened so they can learn from it. As Malcolm Gladwell would say in his book Outliers you are just making progress towards your 10,000 hours.

Stop making/accepting excuses for your lack of results.  Look at the effectiveness of your sales process.

• Do you have an effective sales process for moving opportunities from suspect to prospect to customer?
• Are you preparing for every sales call with a pre-call plan? 
• Do you ask quality questions that help the prospect uncover issues that are compelling enough to solve?
• Do you know when and why to walk away?
• Are you always asking for introductions so you always have someone else to call?

Control the one thing you can.  You!