Most of us don’t like to see ourselves as sales people, yet we all sell, all of the time, we just don’t realise it. So here are a few PSST’s (that’s Professional Self Smarter Tips) as a quck reminder of what’s important for us all to remember….. and not just the person responsible for closing that sale….
Attitude Matters EVERYONE is an ambassador for their company. For business leaders, creating the right environment for people to work in is only part of the brief, creating the right ‘culture’ and embodiment of this through the attitude conveyed is what keeps a company top of the list and one that people are proud to be part of.
How We Make People Feel Matters…
remember People tend to do business with people they like. The most important reason someone does business with you, is because of YOU. Then you have to give them a good reason, what’s in it for THEM. The sales process is NOT about YOU. So check it out. Have you got what they WANT, if you have then the rest is down to you. Why choose YOU? Think about it, what sets you apart, what can you do that makes their buying and post sales experience better than anyone else can provide. Build that loyalty, over-deliver and you’ll deserve their business. Fall short and someone else will fill that gap…. Fast.
FACT: You are only as good as the service you give your customers.Delivering a good service is only part of the unspoken Rule of Engagement. Ask yourself each time, whatever your role, how can I do this even better. Master the art of improvement and take control over the outcome.
FACT: You Need to Reflect after your Sales Pitch .If you’ve done your pitch and they’re not willing to commit, there’s every likelihood, you’ve not convinced them you’re the right choice. Perhaps there is some fear or risk attached to your customer making that commitment. Some people don’t like to say no or perhaps, the person you’ve just presented to is NOT the decision maker.
Price, lack of trust or confidence, unsuitability of what you’re offering are all possible reasons for not buying from you. All possible reasons that you could, if you had been listening or asking the right questions, have known before the end of your presentation. The real questions after an unsuccessful pitch are…….. Did I establish any level of rapport? Did I know what this customer is expecting out of my pitch? Did I ask enough to establish what their motive for buying and degree of urgency to buy before pitching? Did I make a real value proposal in light of this knowledge? If someone wants to think about your proposition, it’s usually because they want a better price, are not the decision maker, or think they can get a better deal elsewhere. IF you find yourself in this position and they want more time to ‘think about it’, ask how long do they think they need and agree a date to revisit. Ask too, what else can you do to help them decide. Assuming your product is what they want, remember, You need to be liked and trusted to secure the sale.
FACT: The sale is only the beginning of the Relationship
Make the most of your day, Janie