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Norfolk and Suffolk | ermine.amies@sandler.com

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You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ websites, advertising, or marketing materials?

Can you answer the following questions about your next prospect appointment?

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

Everyone knows someone. Actually, everyone knows several someone’s. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn’t mean that they won’t; you must initiate the action.

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more.

How to bring up the question of money

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Want to grow your sales? Hear how successful company Perspicuity used Sandler sales training to grow their business in a new market to become the leading reseller in their market.

Learning to ask great questions is better than learning to say great things. Initially the prospect should be doing 70% of the talking. How else will you get to know about them, their business or if they have problems you can help with?

When I ran a business in Shoreditch, we benchmarked ourselves against others in our sector. The benchmarks ranged from customer satisfaction, conversion rates to financial measures.