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What The Sport Of Fishing Can Teach Sales Professionals

FisherLadyTrying to control the mind of the buyer is like taking hold of a wet fish. The harder you squeeze it, the more likely it will wriggle free. In traditional sales are there tricks and mind games that sales professional play to “manipulate” the buyer into submitting.  Fancy closing techniques that supposedly get prospective clients to say “yes” before they know what hit them.  This is a fools errand.

Know this: you  can’t bully people into buying. With the onset of the internet, prospective clients are well versed on the options and choices. In fact there,  is too much choice. Buyers are looking for a coach, an expert in a field to help guide their purchasing experience. This is the mindset of the savvy sales professional.

Like the  fisherman,  be patient. Listen for their needs and take good notes. If you can serve their needs, you will build credibility. With trust comes business, with trust come  loyal customers.

 

 

 

 

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All Job Hunters Are Sellers

Looking for WorkThe most recent jobs report was somewhat positive last week but it’s little solace for the unemployed. Not so long ago  they were a valued contributor to corporate America. They made a good living, they had prestige, they had a strong sense of self-worth with rewarding work. There was a clear path towards success and promotion.  They worked hard, showed up each day, followed the rules, did their  job and despite a bit of complaining in the lunch room, they were a solid loyal employee.  Times were good.

But then the rules changed, the economy soured, customers became fickle, management stumbled, and they  were out of a job.  Automation, globalization, commoditization, and social media have been significant game changers.  And the working world, as we know it, is gone.

Now they’re on the hamster wheel of HR, endlessly submitting resume after resume into a deep black hole that is neither encouraging nor helpful. And it’s little wonder employers are overwhelmed by the fire hose of applications from candidates, applying for everything and anything using keywords to wriggle through the resume filters like salmon swimming upstream.

So it begs the question, how can a candidate stand out? How can they  differentiate from the competition? What will it take for their  next employer to say “We would like to offer you a position”.

Selling You

If you’re looking for a job, you’re in sales! And what’s the product? You!

And who better to sell you, than you?  You know the product better than anyone else in the world. You know the skills and history of the product, the examples where you’ve gone the extra mile to delight the customer, where you’ve reached deep and with grit and tenacity and achieved success.

You know you. And now that you’ve decided to look for work, you’ve become a saleswoman or salesman. Congratulations.

You’re in sales, and as a sales professional, it’s important to take a sales approach when job hunting. What’s the sales process? Prospecting, Qualifying, Advancing, and  Closing.

Let’s first consider the target market. What are employers  looking for:

  • People who show up for work.
  • People with initiative.
  • People who are smart.
  • People who are competitive.
  • People who follow directions with an attention to detail.
  • People who are here to help.
  • People when you give them a job, it can be considered done.

Your task is to not just tell them you’re great, but to show them you’re great.  This is where the sales process can help.

Prospecting and Qualifying

Each sale is a process, a series of steps that have an order and progression.  The first sales steps are to find qualified employers who desire the skills, you have honed in your career.

  1. Find 50 companies that you believe would appreciate your talents.
  2. Research the executives. It’s easier to connect with small and midsize companies.
  3. If you can’t find the executive, find the HR director.
  4. They may be hiring, they may not. It doesn’t matter. Submit your resume; make sure it has key words for skills, certifications, and education they value.
  5. Two days later cold call them.  “Hi I’m Pat, I understand you may be hiring for JOB POSITION and I believe I can help. Do you have a moment to chat on Wednesday? My number is 630.768.3134.”
  6. If you get them on the phone your goal is set an appointment and fast track your resume. If you get voicemail leave a message saying exactly the same script. If you get a receptionist treat them as if they are the boss with the goal of finding out if indeed they are hiring. Ask for advice on what you should do.  People are surprisingly helpful when asked nicely.
  7. If they don’t get back to you (which will happen most the time) keep calling, every three days, leaving a different message each time. Slowly share and differentiate yourself from the rest. It takes 8 times on average to connect.

Don’t feel like you’re bothering them, because you’re actually here to help!  Take the mindset that this is an opportunity to demonstrate initiative, tenacity, fearlessness and a deep desire to help solve their problems.  In sales you will face an ocean of rejection so when you expect loss, it’s much easier to deal with the emotional toll.  Selling is hard work, but that’s the profession you’ve chosen once you’ve decided to seek employment.

Advance the Sale

When you get an appointment, be it either a phone call or a meeting, it’s critical you get the employer to talk about their business struggles, hopes, and fears. Problem identification is the most critical skill executives seek. If you’re doing all the talking, you’re not demonstrating your skill of walking in their shoes, identifying with their pains, and  offering solutions (e.g. hiring you) to those issues.

Advancing a sale is the process of getting a deal closer and closer to a win.  Each interaction with prospective employers should move the sale forward. Even a little bit of movement are good vs no change.

At sometime during the conversation the employer will ask if you have any questions. To advance the sale:

  1. Ask the question “What does it take to be a successful JOB POSITION here at XYZ Company?”
  2. Collect the list of skills and attributes THEY value. Keep saying “What else?” until they have no more items.
  3. Walk through the list and share concrete examples where you’ve done this in the past.

Close the Sale

Closing is very difficult for those  new to sales. It opens up the door to be rejected.  However  if you’ve followed the process up to now, you’ve made a strong case that you’re a terrific match. The best way to uncover other  hidden barriers is to ask for the job:

  1. Close the deal.  Once you’ve covered the list say “From what I’ve shared,  do you believe I have the skills to be successful in this position?”  If they say yes, that’s great.  Otherwise ask them “Why?”  Most likely they will add new items on the list. Go back to advancing the sale. Repeat the process and once all issues have been addressed.
  2. Say “Now do you believe I have the skills to be successful in this position?”  If not,  repeat the process until they say “YES”. 
  3. The next  question is very difficult for non-sellers, “What are the barriers to having me start this position in two weeks?”    If you’ve done your job well  they will give you an offer. Congratulations!
  4. However, they may say they have concerns that have not  been discussed. Collect the issues and repeat the process above. It may become apparent that you don’t have the skills they’re  looking for, you’re not a match.   But more likely they may say they have scheduled other candidate interviews. In this situation they can’t give you a decision at this time. Ask when it would be a good time to follow up. Make sure you follow up within 1 week and keep proving you would become a great contributor to their organization.

Again as you proceed down the sales process it may become clear you’re not qualified. Not everyone is qualified for every position.  Job hunting and job placement is a process of matchmaking.   You must be a good match for the employer, and the employer must be a good match for you.  Throughout this process you will find what it’s like working for the company. You may find they are disrespectful, confused, disorganized with little focus.   You don’t want to work them!  Better to find out now then later.

Selling takes work. But it can be very rewarding. By taking the view that all job hunters are sellers, you will take control of the hiring process and achieve success.

Go sell!

PS. Click here for  a quick Infographic on the 6 Simple Steps of Sales.

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Three Mindsets To Embrace When Networking

bartenderOne of the more stressful situations for non-sellers is networking.  Often times you’re at a chamber of commerce luncheon,  trade-show, cocktail event or meet-up and you feel you should “working the crowd” to drum up business.  However like public speaking, many fear the pressure of making small-talk. All too often you find yourself uncomfortably milling about the room, awkwardly looking for a familiar face.  It’s hard kicking off a conversation and you don’t want to be considered pushy. Given we spend most of our time with people we know, it’s a strange experience, meeting strangers!

The goal in these networking events is to meet new people, find out if any are qualified prospects and exchange cards so you can follow up at a later time.  Instead of seeing the event as an angst ridden junior high dance, consider taking on one of the following mindsets to: ease the stress, lower your fear and raise your ability to generate genuine conversation.

When you enter the room find someone who is alone, step up and take on one the following personas:

  1. Be a Bartender – Consider you’re a bartender at a corner pub in a large city. Surrounding the establishment are many homes, condominiums and apartments. One evening a man  enters the room and pulls up to the bar. It’s clear from their body language they’ve had a long day. They are dressed stylish, yet a bit disheveled. They have no twinkle in their eye and when you ask them what they’re having, they provide a two word response.  This is the case where you need to be the Bartender “Hey buddy, how you doing? You seem a bit down today? What’s going on? Tell me about your problems?” In this situation, you  ask questions like a therapist, but unlike a therapist you’re trying to see if their issues are in the space of your business. Do they use your competitors? What do they think about them? Have they ever considered switching and if interested would they like to exchange contact information?  This is being a bartender.
  2. Be A Guest at a Wedding Reception – Consider you’re at Cousin Sissies wedding. You’re at the reception and it’s filled with large round tables and decorated with streamers and flowers. You’re seated at one of the tables and most of the people are relatives, relatives that you don’t know that well, but you’ve known them all your life. Your job is to ask  everyone for an update on their lives: “So Uncle Joe are you still working at the factory?  How about Aunt Maryl is she feeling better? And your daughter, what’s her name? Jessie? That’s right what’s she doing these days”.  In  this situation the key thought is to consider everyone a cousin at the networking event, you’re all family. You can ask about family and hobbies. Ask about work and if they do things that you might sell. Ask how it’s working and if they are happy with what they have.  If you find someone qualified you can ask for their contact information. This is being a cousin at a wedding reception.
  3. Be a Research Scientist – Consider you’re a market research scientist, taking a poll of shoppers on the sidewalk for some new improved cleaning product, political referendum,  or urban planning study. As people walk by you ask “Hi I’m studying kitchen cleanser use, which one do you use now?  What do you think of the idea of annexing the North  property for a park?“  At the networking event  you might take a poll about many topics “Hi where are you from? What do you do?  Do you  currently use my competitor?  How would you rate them? Are you happy with them?  Would you ever consider switching” and other such questions. If it’s clear the person you’re polling is not a match, you quickly say “nice to meet you” and  you move onto the next  person, like a bee goes from flower to flower, slowly collecting  the pollen of business cards.

If you haven’t seen a common thread in these mental mindsets it’s this:  People are people, we’re all cousins,   and most are comfortable talking about themselves when asked questions.

The trick for you, is to:

  1. Stimulate conversation
  2. Get people to talk about themselves
  3. Find out their pain and desire in some context
  4. Sift out which people are qualified prospective clients
  5. Exchange contact information to follow up

By taking one of these three mindsets: Bartender, Wedding Guest, Research Scientist it takes pressure off you.   Look at your own life. You are a neighbor, a relative,  and a shopper on the street. When you start to see strangers as people, just like you, it’s much easier to find the energy to connect.

Of these three mindsets, which of them seem to make the most sense for you?

Does it help to enter a networking situation with a process in mind, with some goals lined up and a clear set of tasks to be completed?  Or do you think this is all silly? I’d love to hear what you think.  But the fun doesn’t end with this post. Click here for five bartender jokes

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7 Sales Steps for Validating Your Business Idea

Blue FoldersSometimes when you get a great idea, the first thing you do is run it by a few friends to see if it’s a better mousetrap. And most times, good ideas stay good ideas and go no farther. But once in while,  with just a sprinkling of social proof, some budding inventor will become  certain they’ve struck gold and become obsessed  to bring this new idea to market. I can’t help but appreciate the energy in this situation. But is this the right course of action?

If you’re like most entrepreneurs, you have a number of great ideas. It’s clear you have a passion about your invention and you’re eager to move it forward. But before you do that,  I’d like to share  some advice before you spend any money bringing it to market. Think sales.

Make a Sale to Prove it’s a Real Business.

If you can get someone to plunk money down on an idea, you have concrete evidence you’re on the right path. This is a case where sales is not a process for closing business, but  a means of validating a business.

 With that said, let’s offer up a process entrepreneurs can follow:

  1. Create a list of 10  prospective buyers.
  2. Call them up and schedule a sales call. Print business cards and pretend brochures of your invention.
  3. At the sales call interview them about their pains and desires  you think,  your solution can solve.
  4. Once you get their list, share how you may have a solution that addresses their needs (share the brochure).
  5. See if they agree with your solution.  Thoroughly understand what they like and dislike about your idea.
  6. If they like your solution ask them would they buy and at what price.
  7. If you can get a few prospects to agree to buy, you have a business! If they don’t like your invention, you’ve saved yourself a huge hassle not to mention expense.

Once you’ve proven you have a business,  you can start working on the logistics of having someone design, fund, test, deploy and sell your invention. But let me repeat,  for the cost of some brochures and business cards, you can quickly see if your idea really makes sense. 

Fail Early Fail Fast

Far to many entrepreneurs lead with an idea, before knowing if buyers really agree. Don’t build things  you THINK they want. Build things you KNOW they want. If you can sell it before it exists, you’re on the right path.

Do you have an idea that you’re itching to validate?  Are you struggling to figure out a way to prove it’s a viable business opportunity?  I can help!

Let’s talk, click here to Contact Pat 

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Four Ways to Win Sales with Empathy

EmpathyAs a business professional it’s important to close deals and grow your business.  But the process of closing deals is often a mystery for people new to sales. When starting out, people tend to focus more on what they’re saying versus that of the prospective client. This is disaster in the making.

And it’s especially a problem when you’re passionate about your product or if you’re the least bit competitive. You know all the facts and figures about your product, don’t you? And you’re also certain that once they buy your service, they will love what you can provide.  You have the attitude “if I can just get them to listen, it will be OBVIOUS that my services are  clearly  the best and people will be happy to open their checkbooks.”  Yet nothing can be farther from the truth.

Empathy is defined as the ability to recognize the suffering and passion of others.  In sales we call this finding their “hurt”; what deeply concerns them, frustrates them, and endangers their profitability. Or on the flipside, what are their hopes and dreams when it comes to growing their business.   If you can understand the answer to these questions,   you can leverage that  knowledge for your  business.

Here are four  ways you can use empathy to win sales.

1.     Ask Questions

The biggest mistake new sellers often make is practicing their presentation versus practicing the questions they should ask.   It should be the other way around.  At your first meeting,   ask lots of pointed questions. As they answer the questions ask for further details. Dig into their frustrations, understand how it affects their efficiency, the quality they provide their clients and how it costs them money  or resources.

This may seem odd, but the  asking of questions builds trust. Your prospective client appreciates that you’re genuinely  trying to understand their business.  You are proving, by your actions, that you care about what they say.  You are displaying empathy, right now.   It may not feel like it, but you’re also closing the sale!

2.     Listen Listen Listen

Be patient when they answer the questions. Give them the impression that you’re  a  person that genuinely care’s about their problems.  As they list issues,  place  the items on a list. This  proves to them that you’re engaged and  you intend on doing something with the information they are sharing.

As you meet other clients, over time you will see the same issues pop up again and again.  Before long you’ll know what they’re going to say, before they say it. Yet never assume you know the solution, even if you know the solution.  Every so often you’ll get a new issue and it gets added to the list.  Just stay focused on listening, and repeat back what they say to prove you really care.

Again, it may not feel like it, but you are closing the sale.   By listening deeply, you are proving to be a trusted confidant.

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3.     Let them drive the conversation

Give them the illusion they ‘re driving the conversation. By asking lots of questions, guided by their answers,  it gives them the sense they’re interviewing you versus the other way around.  The skilled seller already knows all the common issues. They just  waiting for them all to surface. Patience is the key. It takes time to build trust.

4.     Propose Solutions Based On Their Answers

This is where you start your presentation or demonstration.  Use the list of issues you’ve collected to  order your presentation. You might say “You said you have this issue, let me show you how we address this”.  Repeat this process over and over. They might have many questions. Continue to let them drive the direction. Keep going until all issues have been addressed positively by your solution.

If you can get them to say yes to your product or service, you’ve closed them!   This is not an exhaustive explanation of closing. But as you can see that when you sell goods and services in the  context of  issues based on their frustrations and desires, it’s far far easier to close the deal.

It’s Not About You, It’s About Them

It’s important to understand the context of any business transaction. You and the  client are making a trade. They have needs and desires and they have the money that can improve their situation. They are in the driver seat. It’s great that you’re excited about what you can provide. But it’s got to start with them.  It’s not about your desire to make a sale.  You must answer the question: can you provide value to their organization?   The only way to  know this is to focus on the clients needs and desires.  Once you place you’re focus on understanding them, you’ll be  using  the tools of empathy to build a relationship that will last.

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Goal Planning with Two Simple Tools

 

MH900422950Without a clear destination in mind it’s easy to get lost when visiting a large city. With a clear goal and  map in hand,  a frustrating episode of wrong turns quickly becomes a fun adventure . The same is true when it comes to business. In sales it’s important to have a map of your goals and objectives. With a set of goals and metrics it’s easy to see your progress and the likelihood of meeting those objectives. But sometimes,  it’s easy to get buried by the paperwork.  And often times, people never get around to it.  What’s a savvy sales manager to do?

Consider a simple two-step process that’s half online and half good old fashioned paper. Other than GoogleDocs, there are no fancy apps to learn or download.

Drawing the Goal Line

All of us should have at least five major goals you plan  to achieve by years end. But the goals shouldn’t be ephemeral hopes and wishes; they should be complete, concise and achievable. These goals are commonly known as SMART goals:

  • Specific  – I want this problem solved and it will look like “this”
  • Measurable – tied to some number: increase, decrease, percentage, etc
  • Attainable – doable with the resources you have access
  • Realistic – laws of physics honored
  • Timely – completed by some date: e.g. 3 days, 6 months, EOY, etc..

So for example: Selling a lot of widgets, is NOT a SMART Goal. Selling 10 widgets in the next 4 months is a SMART goal. Posting a video on YouTube that will go viral is NOT a SMART goal;  this isn’t realistic,  you can’t control it. But you can control posting one video on some topic in two weeks. That’s a SMART goal.

 A Project Plan Per Goal

Each goal will get a project plan, a list of steps and milestones needed to complete the goal. Place the project plan in a GoogleDoc. What’s great about a GoogleDoc is it’s free, safe and accessible anywhere on the web.

Create a numbered list and write the things you need to do, in order. Sometimes it’s best to work backwards from the end goal.   Once written, strike out steps as you progress. It’s important to review the project plan every few days. If other people are delegated a step on the project list, it’s your job to keep on top of them.

If you work the project plan, you’ll work the goals. 

 Each morning make a “to-do” list. I do this on paper but you could do it online. Make sure items on the list address tasks on the project plan. My goal is to do 90% of the items on the list by the end of the day. Often times it’s 100%.  Items not completed get moved over to a new list the next morning.

 If you work the items on the to-do list,

you’ll work the project plan.

 This process is a simple way to keep focused and stop thrashing. By breaking a job down into small doable tasks, projects that at first look overwhelming, become achievable.  Steady progress wins the race.

Time For Action

Make a list of goals now, five of them. Rank them in importance. Take the top three and build project plans for each.  Build a to-do list and make sure items on the project plan are addressed.  We have a Sales Babble Project Plan Template available for download.

Click here for the template

 We all dream about the things we would like to accomplish. The best way to achieve those dreams is to set goals. But sometimes we need a little help meeting our goals. The first step is to track your progress. Watching your progress is an encouraging experience.

How do you manage your projects?  Take a moment and share in the comments how YOU manage your goals now.

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Caveat Venditor – Let the Salesman Beware

SalesmanOnce upon a time….  the Sunday newspaper was delivered directly to people’s homes. It was a large newspaper, mostly filled with ads to lure customers. People loved the ads because it provided a means to comparison shop. In those day most people were skeptical of the sales people in those shops.  Caveat emptor (let the buyer beware) was big in their minds. Any information to level the playing field was  appreciated.  Sales people enjoyed having the upper hand.

One day the Internet arrived! And soon it  was delivered directly into people’s homes. As people chatted and sent email, websites were created solely for comparison shopping. The Internet contained far more information than the Sunday paper could ever provide. Before long it was a case of caveat venditor, let the seller beware.  People were so informed; they often knew more about the products and services than the sales people. There was  a concern that sales people are no longer necessary. Buyers merely need  to click a link,  to place a product into a virtual shopping cart.  

But this did not bring an end to the sales profession.

To Sell is Human

Daniel Pink, in his book “To Sell Is Human” states “The sales person isn’t dead. The salesperson is alive because the sales person is us.”  We live in a world where there are too many choices.  The purchasing decisions we face are not fully understood and we have limited time to shop.  Anyone who can help us choose,  and do so in a wise manner,  is a valued sales professional. Many  professions have responsibilities that require  persuading, influencing and convincing others. Taken in this context, we’re all in sales, or what Pink calls “non-sales selling“.

The modern sales professional is all about upserving i.e.,  doing more for their clients, exceeding their expectations and building relationships that last. Sales built on listening, problem discovery, problem solving, helping and serving are key skills in a competitive marketplace.  Honing those skills, are critical for any business’s long term success.

Here’s the link To Sell is Human – Daniel Pink.   It’s a must read for non-pushy sellers.

Got a Question?

If so ask me!  Go here to  leave an audio message.   Or click here to type a message.  I’ll review your cold calling script! Leave a question and I’ll respond!

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Five Ways to Build Rapport and Your Business

Business meetingPeople buy from people they trust. They trust people they like. Getting people to like you is a large part of building that trust. It’s all one big cycle. But how do you kick off this cycle of trust?

The process of getting people to like you is called building rapport. Rapport is built  on finding common interests. If there are common interests in one area of life, the buyer may see possibility in other areas too such as purchasing your goods or services. If there is a connection,  a sense of familiarity, and if the buyer perceives the seller has common interests, rapport is the  doorway to the sale.

Building rapport doesn’t come easy. Often  you’re at a loss of words when striking up a conversation. Luckily there are  rules of thumb for rapport building. But it should be pointed out that this is about fostering relationships, not qualifying (where you try to discern if they are in the market for what you sell). The task here is to build a relationship, not jump into pitching. Let’s check if the soup is hot, before pouring a bowl.

Consider the following:

  1. Find Common Ground – Have you ever traveled to a place where you don’t know a soul and then you bump into somebody from your hometown? You immediately feel the connection don’t you? With this in mind let’s see if we can do something similar with strangers. If you’re visiting someone in their office, take special note of the decorations: awards, photos, art, teams and diplomas. Successful people commonly display their successes. See if you have anything in common and ask about it: Oh I see you went to SIU, when’s the last time you visited? Oh did you see the game last night, can you believe how it ended? The key thing to note is that most people love to talk about themselves. Leverage on that.

2. Be Empathic – Let’s say you’re calling them on the phone. Get to the point immediately on the call, but you can still connect by noting something personal: I know it’s early in the morning, it’s sure rainy outside isn’t it, I know the weekend is almost here, I know it’s lunch time, etc.. All of these add a human element and if you can get them to chuckle a bit, all the better.

3. Use Mirroring – This is where you adjust your own body language (and mannerisms) so that you reflect that of the person you’re talking too. Have you ever met someone who talks quickly or speaks slowly? When mirroring, you do exactly what they’re doing because it makes them more comfortable. If they are short and gruff acknowledge it “I can tell you’re busy, could you pick a better time to for me to call?”

4. Leave a Good First Impression – How many times have you heard the cliché “Don’t judge a book by it’s cover”? It gets repeated because people do it all the time. This is true both in person and on the phone. When calling be rehearsed yet natural. Smile when calling (it seems silly but the quality of your voice changes, same is true when you stand), ask open ended questions (don’t box people in), be sincere. If you’re meeting them in person, make sure you’re dressed appropriately, not overdressed nor underdressed. Wearing a suit to visit a manager whose been at a dirty work-site is poor form. A good rule of thumb is to dress just a little bit better. And don’t forget to: shake hands firmly, look them in the eye, and smile.

5. Schedule an Appointment – Once rapport is built you need to capitalize on your success. Don’t leave the meeting without a follow-up appointment set within the next two weeks. It’s so much easier to do it now, then to play phone tag later. Each step in sales should be an advance towards the close, no matter how small, always be advancing, moving closer to winning the deal. This kind of perseverance makes all the difference.

Building rapport is based on listening and paying attention to details. Understanding where people are from. Their mood, mannerisms and pace of speech all provide insight to who they are. If you can understand who they are, you are more likely to understand their pains and desires. With that knowledge you can favorably frame your presentation and demonstration. Building rapport kicks that off.

Again, building rapport is just one step in the process of sales. To learn about the other steps in the sales sign up for the free Infographic “Sales 101 – 6 Simple Steps”.

Does this rapport building article makes sense? Please leave a response in the comments or click on the “Send Voicemail” tab on the website. I’d love to hear from you.

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One Simple Trick To Handle Rejection

Boy in CornerOne of the biggest fears in sales is the prospect of being rejected. Most people agree that it’s unpleasant to be told “no”. The dread of being turned down can really sap your energy.  One or two bad calls  and  the task of reaching out to new clients  plummets to the bottom of the to-do list. We’ve all been there. 

However there is a trick to getting over this dread: See the strangers as yourself.

Think about what it’s like when sales people call you up. You’re a busy person, right?   You’re probably focused on some task or getting something done. And  then out of the blue this guy calls you up. Some sales folks are good at striking up a conversation, others clumsy, but often times no matter what they say, you’re not interested.  Period.

Being aware of this makes it easy for you to empathize with the people you’re calling. They are just like you!  But think of the times when someone’s  called on you and after chatting you realized that  they had the exact solution to a relevant  problem or desire.  The timing was perfect! And when it was all said and done you were thankful they’d called just in the nick of time.  You can be that sales person!

To get good at selling you need to expect that some people aren’t interested. It’s nothing personal, they are just like you.  But eventually you’re going to meet someone you can help. Just trust that over time,  the timing will at some time be perfect and  you’ll have a sale plus  a new client.

Keep at it!

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Five Ways to be a Qualifying Sales Olympian

930Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.

Not all clients are cut-out to be customers. Their business may not be a good candidate for your goods or services and far too often sellers blindly presume that all prospects can become clients. This is not true. In the event that  a seller  is one of those types that “don’t take No for an answer“, they both  annoy innocent people and fail to get a sale. Don’t be like that!

How can you avoid this? Here are five steps for qualifying prospects.

  1. Don’t assume anything about the client.
  2. Realize the you don’t know anything, until the client speaks.
  3. Listen.
  4. Match fears and desires to your solutions.
  5. If there is a match, proceed.

Understand  that “not knowing” what the client wants and working from that perspective is square one. From there you can discover if indeed they  are a true prospect.  Empathy for your client is a good way at start!  Click here to learn how.

 

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