Ultimate Selling Solutions Blog
31Jul/120

Keys To Success

You can view the July edition of the Ultimate Selling Solutions Newsletter- Keys To Success- here.

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25Jul/120

Say NO When It Makes Sense

As you look back over your sales process and the numerous calls you made on prospects (albeit many were just suspects)  how often did you say ‘no’ to the prospect?

Whether it’s price or other concessions, it’s so much easier to say yes in the hopes of getting the sale. Unfortunately, hopes and wishes is where it ends all too often in these sales scenarios. Your intuition, instincts and gut tell you to say no or abort the sales process but you just can’t seem to pull the trigger and you hang onto hopes and wishes.

It’s a tough pill for a salesperson to swallow, but many times its the right medicine for a successful outcome. Be it Won or Lost, it’s a win!

If hopes and wishes is an acceptable sales forecast and making a good living is not a priority, keep  doing what your’e doing. If not, then lets look at the benefits of saying ‘No’:

  • Being honest with yourself and your prospect insures that character, integrity and ethics are embodied in the sales relationship
  • Honesty makes it possible, even more comfortable for your prospects to be honest with you
  • Your behavior earns you the right for honesty and integrity from your prospects
  • A big one: you will be able to invest your effort in sales pursuits with an opportunity for successful outcomes versus investing in losing propositions.
  • Say NO is unexpected behavior and establishes a foundation to be closer to making the sale

Your goal is:

Learn how to say no when it makes sense to do so. It’s the only way you can arrive at a true win for both you and your prospect while earning their trust.This should be the case regardless if you have a full pipeline of qualified prospects (it’s a little easier then!) or if you have none.

Let me hear you say ‘NO’!

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18Jul/120

Talking To the Right People About the Right Things! “Qualifying on Decision”

Being qualified on Decision means that you fully understand the answers to four key questions:

When will they make their decision?
How will they make their decision?
Who will make their decision?
Why will they make their decision?

Let’s go over them...

WHEN will they make their decision?
Many times, the prospect has a timeline for the decision process, and will share it with you.  If it’s informal, your task is to formalize them.  Discuss it fully, establish intermediate goals, get it on the calendar and on paper. Get a commitment to act.

HOW they will make it?
If you think back to all the dialog in your sales interactions in developing the Interest and qualifying on money, you have uncovered much, if not all of their decision criteria. Now, it’s time to reaffirm or identify if anything new has surfaced or changed.

Whatever the process, you need to understand and confirm how its being made. Once you know, it’s easy to project where you stand in the outcome.

WHO will make it?
Who are the actual decision makers?  Who are the recomenders?  Who are the influencers?  How are all of them influenced? Who else will be involved in the decision making process? Who will be making the final decision?  Who has final authority or veto power?

The message is clear: knowing who everyone is and the role that they play, is critical to a successful outcome and eliminating endgame surprises.

WHY will they make it?
Are they struggling and need competitive advantage?  Are they being proactive?  Is this purchase because they want to “outdo the Jones”?  Does it allow HR reductions?  There are many possible reasons, and you need to know what motivates them.  While most of the reasons will be based on logic, it’s the underlying emotional reasons that often cause people to choose one path of another.

Get out there and talk to the right people about the right things!

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9Jul/120

Are You Prepared To Sell?

Recognize any of these? “Be Prepared” - from the Boy Scouts of America, “Luck is preparation meeting opportunity” - either you’re prepared and ready for it, or you’re not.

Preparation as defined in the dictionary:

  1.  Made ready, fit or suitable beforehand
  2.  To make ready beforehand for some purpose, use, or activity
  3.  To work out the details of; to plan in advance
  4.  Equipped and prepared with necessary intellectual resources
  5.  To put together, to get ready to

When it comes to Ultimate Selling, all apply!  You’re ready for whatever happens!  Think of it this way; when you’re not prepared, you’re nervous, worrying what could go wrong, what might come up you’re not ready for, or hoping that it goes right.  When you prepare thoroughly, you can relax. Not worrying about yourself, you can focus totally on your prospect, letting your knowledge and professional selling skills flow naturally.When asked to think about their initial meeting with a sales rep, members of the IDC Customer Experience Panel responded that reps were:

Not Prepared                                       26%
Somewhat Prepared                             31%
Very Prepared                                      27%
Extremely Prepared                              16%

Source: IDC Customer Experience Panel, January 2009

That means that  57% of buyers found their sales reps. to be somewhat or not prepared. Can your sales process afford this?

The ability to focus on the prospect and listen intently, allows you to understand what they mean…not what they say. Defining their real needs and your sales opportunity.  It’s your trigger to ask confidently for more clarity.

Being relaxed will help them to be relaxed. They won't feel the pressure typically associated in the buyer/seller scenario. When the prospect is relaxed and not feeling threatened, they will be more open in their communications, and that’s the frame of mind you want them in.

That’s just a small example of how preparation is a critical component in Ultimate Selling. Incorporating thorough, deliberate preparation throughout will allow you to relax, enjoy the sales process more, and achieve more successful outcomes.

If you have a specific question or topic you'd like the Ultimate Seller to Blog or reply to, submit your request to:  ASK@ultimatesellingsolutions.com

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