Can you really leverage sales questions to demonstrate your expertise? Absolutely. And, it's one of the best ways I know to show that you're a smart, savvy seller who could bring value to a relationship.
The way you do it is by wrapping the question with your knowledge. For example, I could ask a potential prospect, "What kinds of problems are your salespeople facing today?" It's a nice open-ended question and might get someone talking.
I don't know about you, but when I was first told that I needed to call on senior-level executives, I was terrified. What would I talk with them about? They were so far above me -- so much smarter than me about things like finance, overall strategy -- you name it. Yes, you do need to have a different conversation with these people. But, what I'm here to talk about today is the fear of selling to those big wigs.
Recently, I got an email from a CRM provider about a free ebook on the social sales revolution. It piqued my curiosity. Before you know it, I was registering to download it.
At that time, I was just interested in learning. I didn't want to talk to anyone. I didn't want to be a "lead." Sound familiar?
But, based on the email I received just a few short minutes after downloading the ebook, you'd think I was one a hot prospect.
In my previous post, I highlighted some presentation strategies from SNAP Selling which BTW, I highly recommend. But honestly, I don't write about it in enough depth to address all the factors that impact presentation success.
Should you kiss your PowerPoints goodbye? Might not be a bad idea. 95% or more of the presentations I see actually HURT your chances of success. They're long. They're all about your company, your products and your services. Blah...blah...blah.
And, truth be told, if you were in the prospect's shoes, you'd probably be bored to tears by what you're presenting.
In SNAP Selling, I talk about using the four SNAP Factors as your guiding light in determining what to include and how you present it. Here's an excerpt you might find helpful in preparing for your meetings.
Today's post from the Chamber of Commerce features business-growth advice for small companies.
Owning a small business can often feel very lonely. Building, maintaining and finding success is a lot to take on, especially with limited resources. Entrepreneurial consultant Barry Moltz says that many small business owners “begin to feel overwhelmed, exhausted, direction less, hopeless, battle torn, worthless or alone.” One of his pieces of advice for getting “unstuck” is to dig deeper – especially when it comes to strategic partnerships.
Forming strategic partnerships with other like-minded business owners is a smart way for both companies to get ahead and support each other in the process. Here are some things to keep in mind:
Finally, after months of trying to get in to see one of your hot prospects, the day has arrived. The big meeting is set for early afternoon.
Sitting by yourself at lunch, you're planning what to cover in your one hour together. This may be the only chance you have to really show your capabilities, demonstrate your expertise or razzle dazzle your prospects with the breadth of your product line. Plus, you really need to update them about all the new things your company is doing.
So much to say. So little time!
What are the best sales closing techniques? Let me share a story with you to answer that question. In my first year of sales at Xerox, I was having pretty good success. I'll never forget the time that Vern, an experienced sales pro blocked me from leaving my office. "All right, honey," he said. "What secret techniques you're using to close all those sales?"
If you're like most sellers, you've never heard about emotional intelligence. But every single day, it impacts your performance. That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. (Download a free chapter here.) I hope you enjoy it!
Are buyer's expectations of salespeople changing? They sure are. Today's crazy-busy prospects have raised their standards in the past few years. If you just want to talk with them about your product or service, they have absolutely no time for you. All that information is on the Internet -- and they can read it on their own time. They don't need you for that.