“You’ll either be part of your own plan or part of someone else’s plan.”
There is very little Agenda making going on, yet it is one of the most important parts of the Sales Process. An Agenda should include what you would like to accomplish as well as what the prospect would like to accomplish. Make place on your agenda for their agenda.
It seems like making another’s acquaintance is the ultimate in the beginning of the lead generation process. We can get really wrapped up in social media, LinkedIn, and all the other clever technologies but how does one make an acquaintance?
That is the question I’ll deal with in today’s audio tip.
I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you a couple of other ideas on how to make it even better!
We talk a lot about “pain and possibilities” as a formula for selling. And how we must, before we propose, know a little about their buying issues.
But there is more. In this audio, Bill reviews the 5 Human Needs that each of us have – yes, even our prospects. Or should I say, especially our prospects. Listen in as he reviews this and use it in your world beginning immediately!
Do you ever feel like taking a stand on something, but the courage just doesn’t come? Or, the courage is there but not the words?
In this audio, Bill relays a story of a sales client who was in a client meeting where he needed to take a strong stand. He’ll share the coaching he gave and what happened.
What’s the question you want answered? It’s not the answers that you receive. The power is in the questions you ask. The clearer you are with the prospect, the better you can help solve their issues.
In today’s episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, “why are certain Challengers more likely to be the top sales people and are they the future of new business?” The other question is “do you need to have another reason to call your client or is it okay to just check in?”
Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.
What kinds of pains/problems do you help people solve? Do you have a list of those? No? Shame on you.
How can you be a problem solver if you don’t even have a menu of the kind of problems you fix?
Start that list today.
By Brooke Green
What’s the hold-up?
Almost daily, I hear that one of the hardest aspects of selling is waiting for the prospect to catch up with you. “Why do they take so long to make a decision? “ “They said they needed help. I laid out my solution to fix their problem. So what’s the hold up? “ Maybe this dilemma is a gift.Discovery
Think about it. Sometimes when we talk to prospects, we uncover problems that they didn’t realize they had; or, the problem is much bigger than what they had thought. Shortly thereafter, we work with them on how to solve that problem they didn’t realize they had – asking them to invest time, money, resources.Then, when they can’t tell us immediately that we are the people they believe can help them fix this problem that is bigger or new to them, we get frustrated.
What is your intent?
We need to meet people where they are. What does that mean?A really good salesperson is really good at uncovering problems. He/she also operates from a place of “how can I bring value to this situation?” not “how can I sell something?” If your intent is to help, truly help, you’ll wait until the prospect can accept your help.
We’ve all been in the situation where we’ve pushed our solution on someone, and if they aren’t ready, it’s more painful for everybody than the original problem.
Sometimes it’s about the prospect believing that the problem is real, and then believing that you are the person that can help them solve it. If you can help them get to that place (and be patient in the process), you become an invaluable resource, a trusted advisor.
So remember, if it doesn’t happen on your time, it’s probably happening exactly the way it’s supposed to.