Effective selling underpins business success, but increased competition can make winning new business a challenge. Having an effective strategy that is implemented consistently differentiates the winners from the losers.
Try the following 6 Tack TMI tips to lay the foundations for successful selling
- Research: look beyond the obvious. What impact are external political, economic, social, technological, legal and environmental factors having on your customers business?
- Effective planning. Approach every sales call/meeting with a clear objective. Align your objective with that of your customer to develop a clear purpose for meeting
- Link your offer to business and personal motivators. List your customers motivators, write down the benefits of your product against each one
- Plan for objections. Pre-empt objections. Think beforehand what they may be and write a short statement to satisfy the concern.
- Focus on more than the close. Win commitment to a series of ‘sales milestones’ throughout the process to move towards closing the deal
- Don’t get complacent. Once won, be aware of customer contact points that could build loyalty or destroy reputation
