The great sales people recognize the “yes” that isn’t an order, but is the “yes” that comes from following the path of least resistance versus the path of a disciplined methodology. When the sales manager asks if an account closed and was the order placed, and the answer is, “not yet, but they said they’d like to meet again” we’ve potentially allowed ourselves to fall into the trap of the “easiest yes”. This can be avoided by setting goals and objectives for each customer contact that will advance the sale—not that it will always go as hoped or expected, but at least it was a planned sales call with a defined objective against which we can measure the success of the call and avoid the “yes” that does not mean we’ve won the sale, but does impose additional expensive time, effort and sales cost.
Additional ideas can be found on my web site at www.focusedonrevenue.com
or my blog at: http://michaelbpearce.blogspot.com/
Monday, November 29, 2010
Sunday, November 14, 2010
Another in my short series of the Immutable Laws of Sales:
The importance of the trust- bond, it outweighs all of the features and benefits of any product or service. People buy from people they trust and salespeople who add value to the relationship. Notice I didn’t say a person they like, which is important too, but less so than the trust-bond. Too many organizations teach their sales people all about the features and benefits of their products/services, but they fail to focus in either their coaching or the measurement standards on this key element of truth—the trust-bond matters!
Additional information may be found on my web site at www.focusedonrevenue.com or my blog at: http://michaelbpearce.blogspot.com/
The importance of the trust- bond, it outweighs all of the features and benefits of any product or service. People buy from people they trust and salespeople who add value to the relationship. Notice I didn’t say a person they like, which is important too, but less so than the trust-bond. Too many organizations teach their sales people all about the features and benefits of their products/services, but they fail to focus in either their coaching or the measurement standards on this key element of truth—the trust-bond matters!
Additional information may be found on my web site at www.focusedonrevenue.com or my blog at: http://michaelbpearce.blogspot.com/
Monday, November 8, 2010
An Immutable Law of Sales: one of a series
A "slow" maybe is extraordinarily expensive. The great sales people over time have realized they must learn to be discerning enough to know when they haven't yet successfully matched their services/products with the customers’ requirements. Too often the customer is unable to “just say “no”” so we continue to call on them hoping for a miraculous conversion. And they do occur! But the cost of the sale is nearly always too expensive, not even counting the opportunity lost cost since other potential sales went uncontested to the competition as there was no time available to develop them.
See more on my web site at: www.focusedonrevenue.com
A "slow" maybe is extraordinarily expensive. The great sales people over time have realized they must learn to be discerning enough to know when they haven't yet successfully matched their services/products with the customers’ requirements. Too often the customer is unable to “just say “no”” so we continue to call on them hoping for a miraculous conversion. And they do occur! But the cost of the sale is nearly always too expensive, not even counting the opportunity lost cost since other potential sales went uncontested to the competition as there was no time available to develop them.
See more on my web site at: www.focusedonrevenue.com
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