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Weekly Business Development Tip
How to fail in sales Simply, take your eye off the prize!!
What's the prize you ask? It's your relationship with your customer and your customers success. Help your customer grow their business and your business will also grow. If you want to maximize your profits and ultimately win the prize of your own personal success, figure out what your customers want and need. Point yourself in a direction that focuses on helping your customer achieve their objectives.
It's also quite easy to fail with your sales efforts. Simply focus on yourself instead of your customer. Focus on your bank account instead of your customers and you will almost be sure to lose market share.
We're all in business to make money. We're all in the sales game to win...but at what cost? If we don't come away from the closing table feeling that both sides have won, don't be surprised if buyers remorse sets in and you get a voicemail or a pink message slip telling you not to deposit the check.. Payment has been stopped.
How do you win the prize? How do you determine what your prospects need?
Listen and take notes when you go to a client meeting, take notes. Show them that you are interested in what is being said. Some people have photographic memories. Most of us dont. Its easy to forget what was said in a meeting if you dont have notes to refer to. Ask questions weve been over this one many times before. Pay attention to what your clients do with the information that you give them. Are your clients able to take the information that you share with them and easily integrate your suggestions into their business world? Pay attention to the pushback and resistance that you get and the questions that you are asked? You and your customer may be reading from different pages of the hymnbook. Are you a resource, and advisor to your client or are you a vendor? Are you a sleazy, slimy sales person or are you perceived to be a professional working hard to help your client achieve success? Be in front of your clients without an agenda. Give value first not value added. Tell the truth even if it hurts. Exceed your clients expectations. Be a friend to your client. Work on yourself as much as you work on the relationship with others. Take a hard look in the bathroom mirror. Do you like what you see?
If you want to do more business with your current clients, choose a direction and course that is consistent with and pointed at your prospects needs. The prize and your report card will be increased profits for your company and better relationships with your clients.
Everyone needs help from everyone Bertolt Brecht
P.S. Your e-mail address will never be shared. If, for any reason, you don't want to receive my weekly sales and business development tips, just let me know and the emails will vanish from your life immediately.
Good selling!!
Ken
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
www.impactbussolutions.com
Call toll free: 877-845-8849
