R.E.A.L.™ Sales Tips: 10 More
Posted on Tue, Dec 27, 2011
R.E.A.L.™ Sales Tips and Reminders:
1. Start off on the right foot. Understand the best places to sell based upon your solution’s unique offerings or where it has a strong track record. This is always important , even more so in a down economy.
2. Prospect and market as much as possible to the people, industries or departments in companies that have the best fit.
3. Try (it is not easy) to get to the decision makers and the people who can most benefit from your offer.
4. Be sensitive to people’s DiSC style and their preferences when they buy things. Try and adapt your style to theirs so they are comfortable with you.
5. Try to understand what their priorities, needs, gain, goals and objectives first before you talk too much about your product or service .
6. When you do talk about your offering, try and relate it back as much as possible to what they have told you is important to them.
7. Try and have them commit something to the sales process so they are bought in and it is hard for them to delay, postpone or go with someone else.
8. Don’t chase bad business. If you do a good job qualifying up front, you will know if there is a good fit and if you are talking to the right person at the right time (they have a need at the time you are speaking with them vs. just information gathering).
9. If you have enough in the funnel of good opportunities, you will be able to walk away from bad business more easily (this is not easy to do but easier if you have a lot of good stuff working).
10. Take time to adjust your “standard” presentations so they relate as much as possible to the sales opportunity.
