Preparing for the Sale (1)
21 05 2005 United Kingdom
This is the first installment of 20 Tips on Preparing for the Sale, by Linda Mattacks, author of Selling For Business.
1. Make people feel at ease and welcoming towards you
In a world where it’s often difficult to distinguish between one product or service and another, it’s a simple fact that people prefer to buy from those people they like.
2. People buy solutions and benefits, not just products and services
Selling is not talking people into something they don’t want to do. It is helping them to understand how they will benefit when they buy.
3. Put yourself in the prospect’s position
What does he or she want to achieve? How exactly can you help them?
4. Questions are the answer
Have a variety of questions ready that can’t be answered with a simple “Yes” or “No”. Practice asking open, probing questions in a conversational manner in order to uncover your prospect’s need.
“What are you really looking for?”
“Where are the main problems, do you think?”
“How much does that cost you?”
5. Plan ahead
Make certain that you have something to offer the prospect. And have customer success stories ready as proof.
6. Know your product or service inside out - and believe in it
This is the only way you will be able to show successfully to your prospect how they could benefit from owning and using what you sell. If you can’t show you believe in it, it’s just a con!
7. Practice listening
Too often sales people concentrate on what they want to say next and consequently fail to hear and respond appropriately to what the prospect has said. Give the prospect your full attention; listen actively not passively.
8. Learn to recognise buying signals and act on them
Look out for gestures, questions and comments from the prospect that could indicate a need or potential interest in what you have to offer. Explore these points and tailor your offer to meet those needs.
9. Don’t knock the competition
Be thoroughly aware of competitors and know how their offering differs from your own. Just sell the positive benefits of your own product or service that you know the competition can’t match.
10. You don’t learn much while you are doing all the talking!
Encourage the prospect participate in the conversation and you will get the information you need to progress and achieve your goal.
© 2005 Copyright Cozo Limited All rights reserved
About the author
Linda Mattacks has enjoyed a successful career in B2B telephone and face-to face sales, sales training and sales management. She now runs Cozo Limited and markets sales training courses.
You can read more about Linda here: Linda Mattacks – Selling For Business
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