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5 Step Process to Effectively Presenting Your Sales Solutions
How to Avoid Sales Malpractice
Learn how to avoid sales malpractice for sustained success and long lasting client relationships. Sales reps have a few commonalities with doctors. When sales reps see a client they are there to solve a problem. Like a doctor your product/service is the medicine that will solve a problem for your client. And like a doctor sales reps need to ask the right questions to determine what product your clients need. When they do not ask the right questions, or worse do ask the questions but choose not to listen, you are providing your clients with the wrong “medicine”. In other words you are providing them with the wrong solution and they simply will not buy from your rep.
The Right Diagnosis
In order to serve your clients properly your team has to ask the right questions in order to provide clients with the right solution. Many clients will be able to provide information without too much prodding. However, if you have an arsenal of questions for your reps designed to zone in on the client’s needs, they will be able to make the right diagnosis in order to best serve that prospects needs. Just as a patient decides to take their medicine to feel better, a client will buy a product or service to ease their problems. Provide your sales team with proper sales training that will enable them to diagnose their prospects correctly, learn more about sales training here. This is a great first step in learning how to avoid sales malpractice.
The Right Explanation
A good doctor will review a patient’s condition with them and let them know some of the possible outcomes if they do not take proper care of their health issues. Likewise a good sales rep will have suggestions and answers and be able to use the possible negative outcomes of not having a certain product or service to explain why a client would benefit from what they are selling. The truth of the matter is that you can’t sell something that a client doesn’t need just like a doctor can’t prescribe a medicine or treatment a patient doesn’t need. Your reps can get away with it, but it will not do much for your company’s reputation or help you build a trusting long lasting repeat relationship with clients. Learn how your sales reps can improve their sales process by taking a sales skills assessment – Learn More Here.
Research and Answers
When your reps do their research they will often be able to discover the underlying causes of a client’s issues which in turn will put them in a better position to provide them with the best possible service or product to make their lives easier. Providing clients with services that make their lives easier leads to healthy relationships.
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Keynote speaker and sales trainer Doug Dvorak uses 20 years of sales and sales training experience to help sales teams reach their full potential and stay focused on success. Visit salescoach.us for information.
5 Step Process to Cultivating & Capitalizing on the Client Relationship
As many people know, in sales; finding success is very much about building relationships. Even the most profitable and successful sales pros know that without taking the time to develop strong relationships with their customers; they will not find success. It is important to take steps to cultivate and capitalize on client relationships so that you can build a strong bond with your client. This will result in future success.
Step One: Cultivate By Networking
You can’t build strong client relationships without first getting the clients. Start looking for clients by networking. Asking for referrals and reaching out to people through mutual contacts is also a great way to begin a client relationship.
Step Two: Develop a Client Relationship Base
Before you can capitalize on the fact that you have a strong relationship with your client you will want to start building a strong client relationship. Asking questions and getting to know the client and what their needs and wants are is a great start. Go the extra distance and offer them free advice and your professional opinion whenever possible.This way you well be sure to earn their trust; proving that you are trying to do more than just close a sale.
Step Three: Get Sales By Offering Them What They Want
Once you have developed a strong relationship with a client you can start capitalizing on that relationship to get the sales you are looking for. However, before closing a sale you will want to make sure that you keep your customer happy to show them your loyalty. Don’t be afraid to offer incentives, gifts, discounts and more, especially if they are a repeat customer. Keeping old customers happy is often easier than getting new ones.
Step Four: Making Sure Your Client is Happy
After you have closed the sale you should always take the time to make sure that the client is happy. Take time to sit down with them and see if there is anything else you can do or anything else you could have done to make them happy. Keep in mind that a happy customer is a customer that will give you referrals.
Step Five: Building an Ongoing Relationship
Closing a sale based on a strong client relationship is not the end of the sales process; there is still more that needs to be done. You will want to make sure that you always end a sale not by saying ‘goodbye’ but by saying ‘see you soon’. You should always expect that you have built a strong relationship with your client and that you will be able to turn to this client again for a sale.
Join our sales training program now to see how we help you cultivate your relationship with new clients!
Sales Management Strategies – How to Manage the Unavoidable and Avoid the Unmanageable!
Sales like life can lead us to many unavoidable challenges that require managing. However, there is a skill in managing the unavoidable and avoiding the unmanageable that all salespeople should acquire. In fact, it should play a major role in sales management strategies to see improved success no matter how big or how small the size of your business.
Managing the Unavoidable
Some of the most common unavoidable situations you will encounter as a sales professional may include:
- Weak Links: Weak links in sales teams are the same as weak links in any organization or department. If you do not weed them out they will weaken the whole chain. A sales management strategy has to include handling weak links with an effective way of tracking performance, updating training and providing a warning system that will help lead consistently poor performers towards the door.
- Rejection: Managing rejection means understanding how to become stronger from mistakes. Rejection is an inevitability of sales and not being prepared to manage rejection can lead to poor morale and decreasing revenue. The best thing to do is to use a review system following each sale be it good or bad and take note of what works and what doesn’t for training purposes.
- Uncertain Landscape: Every industry has its ups and downs. Being able to foresee down times, make adjustments to better manage time and maintain a steady flow of sales is key to success in sales. Having a strategy that helps keep your company “economy proof” will help you maintain a strong holding in the marketplace.
Avoiding the Unmanageable
That brings us to the unmanageable. Here are some tips to avoid the unmanageable:
- Overpromising: Overpromising is a favorite misstep of the desperate. When your team is unaware of what is realistic for your business when it comes to numbers and resources it is easy to overpromise and under deliver. Making sure there is a constant flow of real-time numbers, inventory and resources available to your sales team will ensure they do not overpromise and disappoint.
- Poor Customer Service: Once poor customer service becomes the norm at your organization it will continue to be the norm. It is imperative you have a low tolerance policy on poorly managed accounts and customer service and support team that cannot maintain a high level of performance to your customers. Proper training, regular performance reviews and even simple additions such as a rewards system for outstanding performance will help avoid an unmanageable team of underachievers.
Incorporating simple sales management strategies such as these will help you manage the unavoidable and avoid the unmanageable.
Learn more about sales management strategies by reading through The Sales Coaching Institutes sales training process. Or contact the Sales Coaching Institute today at 847.359.6969 or via the internet here.
Stop Pitching and Start Solving Clients’ Business Problems
No matter what you sell your sales pitch is not your main focus. You have to think about your products and focus on solving a problem for your client. Whether you sell a product or a service you always have to be aware of how worth while that product or service is and how it can help your client by a) solving their problem and b) making them feel good about their decision at the end of the day.
Discover your Inner Problem Solving Skills
Start with a simple pen and paper approach: write down five things your company does. Then write down five problems each item solves. Think about each point carefully and dig deep. If you just sell paper, don’t think you “just” sell paper. Instead think of the different types, sizes and price breaks offered with the paper. Remember your value proposition and apply it to solve your clients and prospects potential problems.
Listen to their Problems
You can walk in and offer clients a product or service they may or may not need, or you can walk in and ask them a few questions that allow you to identify their problems. Think about what you sell and what problems your product or service solves. Base a few questions on the answers and allow your clients to tell you what it is they need. Try to come up with questions that will make your client realize they do have a problem, even if they don’t buy today, you have put it in their mind that you have a solution. Listen and then decide what part of your business will service them the best. If they keep running out of paper, offer them a standing order with a price break based on a schedule that works with their usage patterns. Don’t just sell paper, sell service that makes them more efficient.
Remember, selling is not about you, it is about your clients. In order for you to perform well you have to stop pitching and start solving problems. Your clients will thank you and your sales numbers will improve.
Learn more by contacting The Sales Coaching Institute.