Today is Halloween. Tonight children will be dressed up in costumes, going from door to door and shouting Trick or Treat.
So what's new? Those in sales experience Halloween every day at they move from one business to another, knocking on strangers doors and attempting to secure increase the treats in the bag (increase sales) from a reluctant, cautious and even skeptical business owner or decision maker.
Of course, then there is all those cold calls you make on the telephone. The only difference is the phone versus physically knocking on the door. The end result is the same.,
Mention the phrase "cold calling" to many sales professionals and their body language tells it all. "Oh I would rather be hung by my thumbs than make another cold call. Have you ever had this thought?" Does this not create a vision of Halloween?
Just think about your sales process. Even if you have met the qualified prospect, there still exists an adversarial relationship be it a subtle one because you want his or her treat (sale = dollars) and he or she wants your trick (product or service) without paying for it or receiving it at a lower price. From her or his past experiences, your sales meeting may not go as smoothly as you envisioned due to this pre-existing beliefs. Sales Coaching Tip: Did you know that less than 2% of all sales are made on the first contact?
So the question to be asked: How to increase sales while understanding and leveraging this challenge?
Maybe you could have your prospect believe that he is receiving treats while you are capturing a lot of information through your treat/trick questions. If the goal is to increase sales, then you probably need a lot of information and by asking good questions, you can bring value to your prospect.
Of course, each prospect is different and your questions should reflect those differences. Additionally, your questions should be tailored to your target market. If you are a realtor, the fact finding questions you ask to a mortgage broker would be different than the ones you ask to a potential property buyer.
Without have those tricks (questions from your sales skills) in your bag, you have missed a lot of opportunities to secure more treats (sales). Remember, Halloween is really not such a scary time provided you understand how to get more treats with less tricks.
Take this free sales skills assessment to help you increase sales.
Is your business facing inconsistent or insufficient cash flow, lackluster sales to poor productivity? Maybe some exercise at the sales coaching training gym will get you to where you want to go?
Leanne Hoagland-Smith, Chicago Sales Coach, helps small business owners to C Level executives from Chicago to Indianapolis to worldwide who are truly tired of struggling to unlock the sales and business results that they want. Call 219.759.5601 receive your free More Treats with Less Tricks sales tool or to schedule a free business coaching training or sales coaching strategy session to begin to quickly unlock tomorrow's solutions today.
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