Listen to advice and accept instruction, and in the end you will be wise
- Proverbs -
One of the most frequent questions I’m asked is, "how do I get more sales?"
The first tip is to follow the customers buying practice and process. Make
sure to ask, and understand, how our customers want to be approached.
Each customer has a preferred process. Once we understand our customers’
preferences, we need to ensure that we work within those boundaries.
The second tip is we need to really listen to customer needs. Our
customers are the best source of business information. We need to listen
carefully, watch the customers' body language, and then carefully respond
based on what the customer has said.
Following up promptly is the third tip, and one that is normally done incorrectly. Establish an orderly process for following up with your customers,
and then do it timely! If you follow up with 8 business hours of a proposal,
you will double your chances of winning it. Even if you fail to get the business,
you can establish a stronger relationship for the future.
Prompt, effective follow-up sends the message to your customers and potential
customers that you are interested in their business and will serve them well in
the future.
When we adjust our sales techniques to meet our customers’ preferences and
needs, we improve our chances of bringing in more business.
Motivating thoughts and practical ideas that you can implement into your business to make you more successful and profitable!
What if your customers are not physically (or even verbally) in your presence? How would you "listen" to them then? That's one of my biggest challenges as a remote coach. Currently, I ask questions in large formats like twitter/fan page and seek out individuals to talk by phone. What else would help with that?
ReplyDeleteLaurie -
ReplyDeleteGreat question! There are a few things you can do but the most important is ask the right questions to get them talking. I believe you differentiate yourself by the questions you ask, rather than the answers you give. Ask good questions and get them do the talking... Most sales people talk too much. Listen by asking other questions so you fully understand what they are trying to say. Then possibly repeat back to them what you heard them say. By doing this you will show them that you a full understanding of their situation. When we have all the information then we as Coaches can then give the best advise. Let me know if you have any other questions.
Thank you,
James Kernan