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'Get the sale at any cost.' 'Make more calls.' 'Tell them what they want to hear.' Sales professionals in virtually every industry are under tremendous pressure to close sales. Although I could have charged this client for my time, I knew that it made good business sense to absorb the cost of this follow-up because my primary objective was to help my client achieve the best results possible. Ultimately, your goal should be helping your customers and clients improve their business results. I prefer to send articles written by other people, not just the ones I write. Zig Ziglar once stated, 'You can get anything you want in life if you just help enough other people get what they want.' When you help your customers achieve their goals and objectives you become more than a supplier or vendor. Helping your customers reach their objectives will help you increase your profits. Article: “Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.” Sales professionals in virtually every industry are under tremendous pressure to squeeze shut sales. It is not uncommon for them to hear comments similar to ones and also from their sales manager, supervisor, or boss. But this apply to does not create trust with customers and does not encourage repeat work or a lasting relationship. A more effective bottleneck is to develop a partnering relationship with your clients. This means working with them to help them succeed in their goals and objectives. Simple in theory, this strategy requires a completely different approach. Here’s what I mean. In the majority of sales meetings, the sales person looks for ways to position his or her product/service so that the prospect will buy it. However, a partnering planning means putting your goals and objective aside. It means focusing 100% of your benignity on your customer. It requires a self-less mindset cause there are situations when the best solution is not yours. In fact, it may mean telling your customer to contact a competitor. I experienced this just a few days only yesterday writing this article. A subscriber to my e-zine contacted me everywhere delivering a particular service. howbeit I may have been able to help her, I knew someone who could enrich meet her requirements. It was mentally difficult, but I made the decision to refer her to my competition. Partnering also means that you provide exceptional follow-up to ensure that your customer is completely satisfied with their purchase. This does not mean you make just the obligatory follow-up call. It means you explore their verifiable use of your product and/or service and help them maximize its full potential. A liege of mine was experiencing less than favorable results uniform with implementing a new program into their business. We scheduled a follow-up meeting with the management team, seeing that as the vendor, I knew that the answers lay in the execution of the program. During the meeting we explored several ways to improve their results and one of the solutions required me to provide secondary follow-up. rather I could have overmastering this servile for my time, I knew that it made good intercourse sense to be with one the cost of this follow-up being as how my primary objective was to help my subservient execute the best results possible. Subsequent meetings indicated that this investment was worth it as my servile began discussing how we could take this initiative to the next level. The reluctance with this concept is that most sales people want some form of instant gratification. But this close does not offer a direct or immediate payoff for the sales person. However, from a engagement perspective, it makes good sense. It is also important to note that you don’t necessarily have to give away this ancillary service. A few sales trainers I know (including myself) incorporate telephone didactics into their proposals. They generate for this service but they position it as a way for the circle to improve their results. They demonstrate how this investment will drive more dollars to their clients’ nadir line. Ultimately, your goal should be helping your customers and clients improve their calling results. Here are a few points to consider. 1.Focus on their goals and objective instead of your personal protocol (closing the sale). If necessary, recommend something else again supplier or vendor who offers the exact product/service your patron needs. 2.Follow-up. Contact your customer and talk to them considering they have made their purchase. Ask them if they are getting the desired results. If they aren’t, look for ways to help them maximize their results. Offer added support. Give them extra resources. Help them get the best results possible. 3.Incorporate a systemized process into your sales pitch or proposals. People will pay for extras providing they see that value that is brought to their organization. 4.Send information to your customers on a regular stimulus without microbe asked. I like to send articles that are relevant to my clients on a regular basis. This demonstrates that I am looking out for their interests, rather than my own. I prefer to send articles written by other people, not just the ones I write. Zig Ziglar once stated, “You can get any you want in life if you just help enough other people get what they want.” When you help your customers bring into being their goals and objectives you issue forth more than a supplier or vendor. You suit a preferred partner. And this will prevent your competition from overtaking you in the marketplace. Create a checklist of the supplementary services you can offer to your clients to help them come their goals. Helping your customers reach their objectives will help you increase your profits. One word of caution…this is a process, not a quick fix. This strategy does take time to generate a return. However, it is well worth the investment. © Copyright 2005 Kelley Robertson, All rights reserved
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