Result: The customer continued with us.
How many times have you been so close to closing a sale but lost it in the end? I have been there many a times. But I didn’t lose the lesson. Let me sum up my learning and guide you to make a successful closing.
If your prospect keeps postponing the order without any real reason then they are trying to avoid you. You need to have the courage to ask them for the order and hear their real objections.
In the prospecting stage, we all make this mistake. In order to have as many prospects as possible in our pipeline, we try to qualify in a hurry and let some prospects into the pipeline but in reality they aren’t ready yet or do not have the need or money or both.
Ask as many questions as possible during the sales process. Questions only lead you to find the real objections, find the real needs, know the budgets, get to know the decision makers and buyer’s perspective of your brand / product / company.
Unless you face the objections and solve them you will lose it to your competitor. If there are no objections, then it means there is no need or you simply haven’t sold enough.
When you reach the closing stage in the sales process, ask them if they would need the delivery in a week or can they afford to wait for a fortnight. Would they prefer to get their people trained at their office or at your office?
Create the need if there is no need in the first place. Make them want it. Keep feeding them. Grow the relationship. Become the only face to remember for their needs.
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs
Early in the Sales Process, write down the reasons the prospect may have for not doing business with you or for not buying now. Try to address those. If it’s not possible to address them, drop it and move on to the next prospect.
Have you implemented this for any other customer in our Industry?
What’s the RoI?
Can you provide me a cost savings calculation with your solution Vs competitor’s or Vs current systems.
How long will it take for you to deliver?
Understand what stage the buyer is in right now and align with the buyer accordingly. If you are behind, it will be an insult to the buyer and if you are ahead then it would mean you are jumping the gun and in a split second the buyer would have got his reasons to reject you. Now, the prospects do their homework online prior to calling you, the salesperson.
It’s a marathon and not a sprint. Sales is not a sprint but a marathon!!
We get it. You have monthly targets to meet. But that’s not the prospect’s problem. They are not there to solve your problems. On the contrary, you are there to solve their problems.
All of us like to buy. Don’t we? We think the product or service that we are buying is going to make us a super hero. It is going to make us look modern. Belong to a cult. Put us in the upper crest. Will help us reach our goals. Make us knowledgeable. Make our lives easier, comfortable and efficient. Now, help the prospect achieve his / her goals and help them buy.
Happy Selling!! [I hear you ask: doesn’t this contradict the 15th item above? :)]
Well, I am a great fan of emails. After the invention of wheels, I consider email application as the greatest invention. Even after whatsapp, messenger, skype etc, email still holds its place in this era of instant communication.
But do we really know how to write an email?
That sparks interest in the reader’s mind to know more about you, your company, your products etc.
I received an interesting email today from someone trying to sell me something. This was her second email. The first email from her was received by me on the 19th of last month. I am not letting you know who that is. That’s not important.
In the first email she had said that my company [with name] has been shortlisted as the “most powerful company in XYZ domain” and will be featured in their magazine and she had stated the benefits of getting published in their magazine. Then she had asked me to revert so that she can share the quote. Wow! From “Cold Call” stage to “Quotation” stage in a snap. I wish I can do that as well. Not really.
I replied to her then, asking her to remove my email id from her mailing list since it didn’t interest me. Neither did I subscribe to anything nor did I express interest on any of their services.
After a month, today I received the second email in spite of me asking her to remove my email Id. What’s more. This time it was more stronger in language.
Excerpts [if the language is not right, please excuse me, it is published here exactly as I received]:
In the rare opportunities, I have to work on client acquisition, I have not had much success reconnecting with you. It might just be that you don’t have any interest in talking with me — and that’s okay. I just need to know whether or not to keep trying.
So, to make this nice and easy for you, you can reply with a simple keystroke. Just reply with either A, B, C, D, or E and I’ll know what to do, but please do reply so that I can stop emailing you if you’re not interested.
A. Stop emailing me with attempts to connect but continue to send invites for future opportunities.
B. Don’t send me anything, remove me from your list. We don’t currently and won’t ever need your opportunity.
C. I want to talk, we need some help, but the timing isn’t right. Keep trying.
D. I would like to schedule a time to talk. We need some help. Please send your calendar link.
E. I forgot who you are. What’s this about?
The funny part is this: “to make this nice and easy for you…..”. In fact she wants me to make it easy for her. You can’t do prospecting over cold email and also automate it. It is so naive, unprofessional, bossy, accusing, all rolled into one.
Instead, the sender should have used a professional email marketing tool with “unsubscribe” buttons and sent an intro email with few lines and asking for permission to continue writing without any demands. Forget business.
Clients are not waiting in queue with the cheque to handover to you. Stop dreaming.
Serve without any expectation.
Pick up the phone and ask for an appointment.
See if they have any problems that you can solve.
Where is this sales person right now, in this process? She hasn’t even started yet. But thanks to her for teaching us how not to write emails.
Happy Selling !!
How to get what you want:
This is the Summary of the book “The Road Less Stupid” by Keith Cunningham.
Today Customers are better informed than the Sales people themselves. They do all the homework before calling you for a discussion.
Content is King, as they say. And Marketing is the new Sales. Though it can never replace Sales, Digital Marketing & Inbound marketing is a given. And businesses need to invest in it.
So, how to create content?
Happy Creating and Curating !!
For any help in Marketing, Sales, Startup Consulting or CRM Software, please contact me at:
kannan @ zignalytics dot com
#marketing #sales #crm #startupconsulting #digitalmarketing #inboundmarketing
Keep your Content Fresh!! Always!
Sales People are by far the only ones who do not stop learning. Yet they feel inadequate and identify areas of improvement. And continuously they upgrade, refine & groom themselves.
Your Greatest Weakness is Your Greatest Strength!
Identify your Greatest Weakness / your business’ Greatest Weakness and you will be on your way to achieving Great Success.
Some thoughts to help you identify your weakness:
Do you have any thoughts on this. Share your valuable thoughts with us.
For any help in Marketing, Sales, CRM please contact:
I happened to watch a portion of a documentary on marathon running. What I learnt is that it calls for more preparation than what is required for a sprint. Endurance is key for a marathon.
While speed and agility are important for a Sprint, one should save energy and stay in the game at a consistent pace, to be successful in a Marathon. But both require stringent practice. It’s needless to state that the training is completely different for each.
What can we learn from these and apply in our day to day Sales situations?
Some portions of a marathon resembles a sprint. So, the techniques will come in handy. We must be trained to handle such sudden sprints as well. And we should respond with speed and agility when the situation demands.
So, Sales is not just a marathon but a “series of sprints” as well. Success in one sprint or couple of sprints don’t guarantee success in the marathon. Marathon is a different ball game altogether.
If we know how to enjoy it, it will be a breeze.
Contact us at:
sales at zignalytics dot com
#sales #salestips #crm
Dashboards have been in use for more than two decades now. Initially, it was available only for the CXOs to stay up to date on their teams’ performance and targets. But it is now important for each one of us to use a dashboard to stay focused and reach our goals.
Let us take a quick look at how dashboards can help Sales folks:
If you want a dashboard, please contact us:
sales at zignalytics.com
#sales #data #dashboards #targets #CRM