Thanks to Cole (@COLESLAW927) for this week’s topic.
I’ve talked before about core sales skills and how to develop personal sales strategies– and today I want to talk about tools and processes. The most persuasive, highly skilled salesperson in the world will do a poor job without the tools and habits that lead to success. Here are a few lessons to get you on the right track.
Negotiation as a sales skill is commonly thought of as the ability to sway your customer onto your way of thinking- regardless of needs. Sleazy salespeople are experts at this. They use cheap conversational tricks and common logical fallacies to try and force agreement and get the win. Fear tactics and selective inflexibility are their friend- and once the transaction is closed they disappear. They treat sales meetings like hostage situations, and focus on getting rather than helping. They’re obsessed with position and power- thinking only of themselves. They make for really good entertainment on TV and in movies, but they’re just awful in real life. I’ve written about them before- they’re scumbag salespeople.
Thanks to Rob (@Recast_Rob) for the idea for this week’s topic.
To the inexperienced- closing the deal can be one of the most difficult parts of the sales cycle. When should you ask for the purchase? How can you accurately predict which deals will close and when? What do you actually need to say to close the deal? How can you become the legendary sales closer you think you can be?
First, let’s back up. What you do to close depends on what you did to qualify. Are you talking to the right person (better be at least a key influencer)? Does the person you’re talking to have the budget for what you’re selling? Does your customer understand and agree with the value of what you’re selling? What business pain or business need are you satisfying?
Admit it, they do. Whether you bought them to line up to your cold-callers or they volunteered their information and requested a callback- you still need to improve your hit rate. Here’s 5 things you’re doing wrong- and how to do them better.
1. Your qualification isn’t qualified.
As I’ve said in previous posts, proper qualification makes for proper business decisions. Trying to decide if a lead has genuine interest should be the main goal of working the lead. Does your qualification process point towards the attributes, qualifications, and behaviors of a buying customer, or does it point to a mythical “next stage?”
We’ve all met them- the used car guy who refuses to tell you the price until you’re at the negotiating table. The telephone solicitor who calls promising free cruises during dinner- twice. The office jockey who bounces from job to job, promising whatever it takes to make the sale- and then running for the door with the commission check. Their internet fame is second only to Charlie and his finger biting. Scumbag salespeople are everywhere- here’s how to become one in 3 easy steps:
1. Think of customers as dollar signs with orifices.