TEN TIPS FOR WINNING SALES
your value propositions.
Make sure you can clearly articulate to prospective customers the
business outcomes they will derive as a result of using your product or service.
Be precise- numbers, percentages and time frames make your value proposition
a specific market segment.
chase every available opportunity. Focus
and increase your knowledge and expertise in a particular market segment. Learn
as much as you can about their business needs, terminology, issues and
Before you meet any new prospect, research their business. Find
out whats important to them, their challenges, goals and strategic imperatives.
Use your brain and think for your prospective and existing customers. A
seller who consistently brings business ideas to the relationship becomes
indispensable- winning contracts with minimal competition and at full dollar
Down, Lean Back.
Donít try to rush sales, even if youíre desperate. Customers feel
your push and immediately erect a wall of resistance.
On first sales calls do NOT lean forward.
To maintain a consultative approach you must LEAN BACK.
Lean back, slow down, and youíll get the business sooner.
Quality, not Quantity.
fewer sales calls, but better ones.
Focus all your efforts on preparing for the meeting. Determine the
next logical step. Think about what you need to make the outcome a reality. Test
every idea you come up with from your customerís perspective.
Think- if I said or did this, how would my customer interpret it or
Follow Up Meetings Concrete.
Donít leave a meeting without scheduling your next one- or you
may never catch up with your customer again.
The longer it takes to reschedule, the more their desire for the offering
the meeting on both your calendars now, even if its just to talk on the phone
9. Always debrief your sales calls. Ask yourself: What went well? Where did I run into problems? What could I do next time to get better results? This will assist you in improving your technique.
10. Reframe your Attitude. Stop
blaming the economy or anything else for your problems. There are
many things totally within your control. Approach all tough sales
situations with a "whats possible?" or "how can I?" mindset.
Accept 100% responsibility fot your sales successes and continually be on the
outlook for creative approaches to take your business to trhe next level.
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