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Equal Chance of Winning The Sale? Bah!
Are you going to win this deal? With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycles still exist, spending has been cutback, many people have lost their jobs, and a lot of companies have simply gone out of business. In a year like this, every sales opportunity you get is a precious one. Tough times like these make for fierce competition. You and all of your competitors have been scrapping over a shrunken pie. This puts our buyers in a stronger position than before. Even though this may be true, don't let this turn a difficult year into a horrible one. You always have to use clear and sound judgement on every sales opportunity that you work. It is the second week of December as of this writing. Your December sales prospects should be telling you one thing right now - "You are going to win this deal". If they are telling you anything else, then you are in all likelihood going to lose. And if they aren't telling you this, you can bet they are saying this to one of your competitors. People are political animals. And business to business selling is a political game. When 3 or 4 companies go after a sales opportunity, the business people involved in the buying decision line up a couple of ways. Sometimes, all of the business people favor one of the vendors early on. They then keep one or more of the other vendors in the game so that they have negotiating leverage against their preferred vendor. The sales rep for the favored vendor will likely be told early on that he is winning. Why would the prospect do this? Because they like his offering and want his company to win. They believe it will best help their business, and more importantly that it will help their careers politically. In more competitive situations, 2 or more of the vendors will have really close offerings. The business people evaluating the vendors will often split into 2 or 3 camps favoring opposing vendors. These are the most difficult sales to forecast. The prediction comes down to the art of determining which camp has the more political power. In this situation you are likely being told where you are strong and where you are weak. If you have made good political contacts into the account, then you will also be told where your competition is strong and weak, and what the top decision-maker's preferences and tendencies are. By the time we get to the second week of December, your buyers are making up their minds. The tough decisions are being made, and the vendor likely to win is being told so. The rest of the vendors are being told things like the following...
Vague statements like the above are a huge red-flag. Don't tolerate vagueness from your prospects. Question such statements and get your prospects to be specific. Act incredulous "Wow that seems odd, you have been evaluating my company and ABC company for 4 months and you find us to be 'even' one week before making a decision? What is it that is really important to you in this decision?" If you aren't being told that you are winning by now, then you are losing. The only thing left to do, is to find out why, and see if you can turn the deal around with this knowledge. If you are polite and accepting of vague statements like the above you may find yourself looking for a new job in a few weeks. © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
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Coaching The Ultimate Think Differently Sales Tip Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment? Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. How To Master The Art And Science Of Super Salesmanship In 3˝ Minutes Flat! Dear Friend, Really WINNING Over Customers Three qualities are needed to sell anything in life. They are: Method to the Madness of Training Seminars I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. How to Boost Your Sales Letter Conversion Rate Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time. The Key to Driving Sales is Understanding What Not How What does it take to make a sale lately? Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast. Implement these smart sales marketing secrets and you'll be capable of selling any product fast. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy. Almost all of their books state that creating an image of your product is the best thing you must do and this is nothing else but to recognize the importance of visual methods in sales process. Here are some 'visual' tips that salespeople may use effectively in selling their products Use images in your website. An image values more than a thousand words. Take care to not overload your web site with high tech gadgets. They can create a slow loading web page and distract people away from your offer. Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips. Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. How to Sound Just Like a Salesperson Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?"
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