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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Sales Approach

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World.

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

How to do you position your product or service with a new prospect? Until you understand their motivation, it's difficult to determine which aspect of your offering that will hold the most meaning for the prospect. What motivates the prospect to buy from you?

Listen carefully to the way prospects describe their interest in your product or service. When prospects refer to their situation using emotionally-oriented words such as concerned, frustrated, unhappy, alarmed, committed, eager, or determined, it’s an indication that they view their situations with enough importance to address them.

Maintaining efficiency in the business development process is key to keeping the process moving forward. Each sales interaction needs to have a mutually-agreed-to objective between you and your prospect working toward a clear, mutually beneficial outcome that drives the process forward.

Prospects and customers will sometimes make statements that sound positive, but actually reveal no actual commitment. A solid reversing strategy can and should be used to clarify prospects’ vague answers to your questions.

Disqualify, disqualify, disqualify! Be politely skeptical about what you hear from prospects. Ask questions that help you get a better idea of what’s really going on.

Think about the way you buy. It's usually an emotional response. We justify the buying decision intellectually after the emotional decision has been made.

Half a year is almost behind us. Are you on track with your sales goals? Take time to identify what is not working, come up with fresh ideas, and attack this year with renewed fervor with these six sales tips.

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the opportunity, and keeps the selling process moving forward.

At Sandler Training, we believe in not solely talking about features and benefits during your sales call, but rather focusing on the prospect’s needs. However, there is a time for presenting, once you have qualified the opportunity. Once a prospect is fully qualified in Pain, Budget, and Decision, then it is time for you to make the presentation, and you want to make that presentation as persuasive as possible.

Do you think it would be possible to actually sell more and sell more easily? Could you actually spend less time, money and energy on business development and enjoy more revenue and profit? When you stop trying to sell to everyone, you can actually invest time and effort to build real ideal client relationships with qualified prospects. You can work smarter instead of harder.

As a buyer, what comes to mind when you think of the word, "Salesperson"? Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?

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