TMTQ -- Too Much, Too Quick. It's something we all have a tendency to do -- especially if we have a prospect who seems really interested in our product or service. Seriously -- think about what you do after you talk to someone who says, "I'm definitely interested. Send me some info." If you do it by email, I'll bet you send along at least three attachments. Or, maybe you send links to at least three places on your website.
How do you overcome selling in a down economy? The most important thing you can do right now is to ensure your existing customers are happy working with you. I take that back. I mean really happy working with you. You don't want them to take their business elsewhere.
Stymied about what to say when you contact a prospect?
It's especially tough if you feel like you don't know enough about their organization to craft a relevant message. Recently, Katrina wrote to me about her frustration with pre-call sales planning:
Getting our prospects to make a change is tough. And, it's especially tough for us to bring up certain things that could possibly get in the way of doing business.
I'm talking about things like funding, buy-in and other show stoppers that prevent them from moving ahead. But just because we don't talk about them doesn't mean they go away. In reality, they just fester.
Is relationship selling dead? It sure feels like it these days. Your prospects are quick to brush you off. They don't have time for chitchat. Shoot. Even your best customers don't seem to have time to meet anymore. They're crazy busy, struggling to survive in a frenetic workplace. The truth is, they don't need another relationship. They barely get to see their best friends anymore.
The other night I was watching the premier of "The Network", a new HBO show about the decline of journalist integrity. There's a great scene in in which the new executive producer (Emily Mortimer) takes on the popular news anchor who'll do whatever it takes to get the ratings.
In a fit of anger, she shouts out about the need to "Speak truth to stupid." I almost stood up an applauded. I'm so sick of our partisan news media that won't challenge the party lines.
Then, for some strange reason, I started thinking about what I did that was stupid. I hate when that happens. I much prefer to live in my own delusional world.
Recently I got an email from Ahmed that said, "Do you have anything on how to close sales? Getting into an account isn't a problem for me. But I get stuck after submitting a proposal.
"By this time, I've already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?"
I can't tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it's not the real problem.
I don’t know about you, but my career has been fraught with moments where I lacked sales confidence. When I first started selling, I’d sometimes sit in my car for a half hour before I’d force myself to get out. Other times, the sales anxiety I’d feel literally made me sick to my stomach before a big meeting.
Ever been in a slot canyon? It can be frightening -- especially when they're really narrow like the aptly called Spooky Canyon in Utah.
Last year, I hiked in about 1/4 of a mile when my claustrophobia hit. The path was so skinny that we had to walk sideways to get through. There were other hikers just a few feet in front of me, but I couldn't even see them with all the twists and turns.
Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business.