Don't Lose Control Of Your Sales Cycles

One of the biggest mistakes poor salespeople make is they lose control of the sales process. There are many ways they accomplish this feat, here are a few for your consideration:

1-They quote price just because the prospect has asked (before they have had a chance to build value.

2- They don’t ask enough questions early in the sales process, they just ramble on.

3- They send out literature when asked, without first qualifying the prospect.

4- They deliver proposals to the prospects door and wait for their answer, to buy or not to buy, that is the question.

5- They fail to set appointments that are convenient to them and always bow to the customer.

6- They lug equipment to demonstrate in the prospect’s office rather than getting the prospect to visit their office.

7- They don’t get deposits and hope the prospect will pay someday.

8- They leave –will calls- when telephoning a prospect.

I could go on but I am sure you get my drift.

Control is one of the key elements for success in sales. Successful salespeople understand that control is not manipulation but is in the ultimate best interests of the prospect or client.

I will bet you have a prospect right now as you are reading this where you have lost control. You are waiting for them to respond to your offer, appeal or whatever. I know because I teach this stuff and I am guilty from time to time of making the same mistake. How do you get and keep control? It is simple but not easy.

The best time to get control of the sales process with a new prospect is in the early stages of the relationship. It is very difficult, if not impossible to get it back later if you didn’t get it early. One of the best strategies is to get information before you give it. Questions always come before your presentation, pricing, literature etc.

Successful salespeople determine the buying habits, payment philosophy, respect they get and the way they are treated by prospects and clients. I have some great clients. Their behavior makes me want to do an even better job for them. I also have a few difficult clients. Guess what? They told me they were going to be difficult in the beginning as well as in the early stages of the relationship.

Some of you may have some clients you wish you didn’t have. Right? Pay attention to early signals and remember, you and I have what our prospects want and need. Solutions to their needs and problems. So keep control of the buying process.

Article Source: http://www.content.onlypunjab.com

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of Sales Clubs Of America. He can be reached at tim@timconnor.com, 704-895-1230 or visit his websites at www.timconnor.com or www.SalesClubsOfAmerica.com

Please Rate this Article

5 out of 54 out of 53 out of 52 out of 51 out of 5 

Not yet Rated