Skip to main content
East Midlands | peter.jones@sandler.com

Blog

Bare with me on this as I have to explain…

People hire me to create change, create sales growth, so I’m known as a sales turnaround specialist…

Referrals and introductions should be the core to the success of your business and sales pipeline. However the realty is most of us leave up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask!

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ websites, advertising, or marketing materials?

Can you answer the following questions about your next prospect appointment?

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

Everyone knows someone. Actually, everyone knows several someone’s. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn’t mean that they won’t; you must initiate the action.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Steve was on a roll. In the past five months, he had come from the bottom of the sales chart to the top. Everyone at the office was impressed. He was determined to stay number one. With this in mind, he decided that every client was going to receive additional attention at no charge. Stop in and visit them, see what “no-charge” help was needed and provide it. Let his clients know that he was available twenty-four hours a day, seven days a week.

Many salespeople confuse “prospecting” with “selling.” The first is a very distinct step that should be kept separate from selling. Prospecting consists of activities for the sole purpose of identifying possible users of your product or service. It takes place before and leads to the selling process, but it is not selling.

When is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him.