Supposition – something that is supposed; assumption; hypothesis Think of supposition, in sales parlance, as being synonymous with stereotyping. This is a dangerous approach to sale in that once you start making assumptions, you start derailing your qualifying skills. In most prospect situations, once you stop truly qualifying you are headed towards prospects that are welded on your forecast 90 days out. Eternally. Proposition – the act of offering or suggesting something to be considered, accepted, adopted, or done I suspect you are thinking of value proposition which makes sense. I read an interesting post that turned that term upside down. The author suggested selling to the customer’s value expectations… Read More
Continue ReadingSilence Kills Deals?
My mouth is still agape after reading this article in the MSP Business Journal – How to close a sales more effectively. The first howler: Anyone involved in sales knows silence can kill deals. If you present your best recommendations to a prospect and stop talking, he might say, “That’s food for thought. Let me think about it. I’ll get back to you.” What? No, not true. The problem the vast majority of salespeople have is the inability to use silence. A pregnant pause is a powerful tool that helps bring forth information. It is important to remember that the person asking the questions is actually the person controlling the… Read More
Continue Reading4 Social Age Selling Skills
I don’t consider myself old, but I am starting to waver on that belief after reading this Selling Power article. I started selling back in the days before cell phones and Internet, when the fax machine was viewed as such a timesaver. Frightening by today’s standards. The article identifies 4 selling skills you need in today’s socially-connected world. Here are the first 3: Social Listening Social Researching Social Networking Those 3 are critical and hopefully most salespeople are aware of these needed skills. However, the 4th point is most interesting: 4. Social Engaging This is the newest skill for sellers. Consequently, it holds the biggest competitive advantage for sellers who… Read More
Continue ReadingThe Incredible Pitch
I’m traveling for business this week (I’m in Tewksbury, MA as I type) and heard a sales discussion in the lobby this morning. One salesperson was working hard to convince 2 others about, well, I’m not sure the exact pitch, but it did involve purchasing produce. Hear is what caught my ear during the salesperson’s pitch: Nobody knows more about tangerines than Jim… Absolutes = unbelievable. Absolutes like always, never, nobody, etc. trigger an effect in prospects to disprove or doubt it especially if they are not familiar with the absolute being stated. Jim may know more than anyone else, but I am skeptical. Instantly I start wondering about who… Read More
Continue ReadingQuoting Is Not Qualifying
I run into this topic often and it is one worth defining. Many companies value quotes as strong sales activity. Now don’t get me wrong, quotes are a step in the sales process and typically one that occurs before a close. However, companies that have under-defined sales processes often choose to substitute quotes for qualifying. Here is what I mean – just because a suspect asks for a quote does not mean that they are a prospect. This applies to customers too. First, let’s define suspects and prospects. A suspect is a company that shows some interest in your product or service but you are not sure of the level… Read More
Continue ReadingFictitious Selling
Ok, the title is a bit of a minomer. The reference is to a Kelley Robertson post on the S&MM SoundOff blog. He provides 3 sales tips based on a fiction writer’s boot camp he recently attended. Here is an abridged version of those tips (my bold): Start with a hook. The best novels usually start with a great hook. The more compelling your opening statement or question, the greater the likelihood your prospect will listen to the rest of your message. Show, don’t tell. Showing characters in action instead of telling the reader what the characters are doing creates a more interesting story. Show the results your prospects can… Read More
Continue Reading12 Strategies For Asking Questions
This article from Selling Power offers suggestions for salespeople when questioning prospects. The author makes some excellent points with one that stands out – number 9. I have edited the content for length. 1. Qualify prospects You can quickly establish if this “suspect” is a qualified prospect with a few questions. Many salespeople waste valuable sales time chasing the wrong company or talking to someone without decision-making power. Develop a profile of your ideal prospect. What criteria must a “suspect” meet to qualify as a bona fide prospect for your product or service? 2. Uncover needs By asking questions and understanding the client’s needs you can determine which benefits the… Read More
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