Sales is a journey. If the customer does not understand where you are headed and why she should come along, she won’t.
Making a sale should be easy, especially when you have the right product. But lots of people make it more complicated than it needs to be, and lose the prospective client in the process.
Here are my five “make it happen” steps to get the green light rather than put on the brakes:
Cut to the chase.
A good sales person doesn’t waste time with filler words. He starts talking about the product right away. Here’s an example. A website developer calls your company and starts by saying: “I am glad I finally got a hold of you. It took me more than 10 minutes to find your contact information on your website. My company does web development, and we could help you quickly fix that. Your customers would then be less frustrated and more easily able to contact you. Can I go over the site with you and find out what else you might like it to be able to do?”
As the person being pitched, I am now fully engaged in the web developer’s product – because he showed me he did his homework, and can solve a problem I did not know I had.
…to read this article in full, visit leading US small business resource, Inc.
