Knowing all you can about the client's decision process can give you an edge in winning the business. Let's look at questions to ask.
With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your opportunities for improvement.
A painfully uncomfortable sales scenario is the team call with a senior that does not go well. Whether the senior has been blindsided or the salesperson just wasn't prepared, a bad call with a senior not only hurts the client relationship, but also internal credibility.
After days or weeks of preparation, after a strong presentation, don't drop the ball as you near the finish line. How you follow up after your sales presentation will help you get across the line.
We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses.
A Salesman, traveling on Amtrak, placed a cell phone call to his client to follow up on an opportunity.
In spite of your best efforts to meet client expectations, requests, and demands, there are times when you can't deliver exactly what the client wants and/or exactly when he or she wants it. When you can't meet a client demand, meet a time line, or deliver in spite of your best efforts, how you handle the situation can make a tremendous difference in how the client feels about it.
How often have you heard it said "Salespeople don't listen?" What does it mean not to listen? When clients say salespeople don't listen, they usually don't mean that during the sales call salespeople zone out. Few salespeople do that. In fact, most salespeople do try to listen. Yet they are perceived as not listening. So for 2004 let's start by exercising our listening skills.
What do you think of this opening with a prospect?
"I'm ______ from _____. Thank you for taking time out of your busy schedule to meet with me. I appreciate your time since I know this is your busy season. On the phone you mentioned you are looking to modify your X system. What I'd like to do today is talk about what we can do to help you meet your objectives."
In addition to connecting price to value, to help you justify your pricing there are a few more guidelines to follow when it comes to positioning pricing: don't just send it, consider how you position it.
RSS
Home
Newsletter
Advertising
