Have you ever thought that your selling period at the moment has been hard simply because your prospects really busy and preoccupied. It’s really not that they are not interested in selling you, or that they do not want to know about what you have to offer or are they avoiding the enjoyment the benefits your product or service might provide them with. Most times it’s none of these things – because most times they are so overwhelmed with their work they honestly find it difficult to make the time you need to see them available to you.
Just think about it for a minute. You have something they need and that something might just be what they need free up some of their time so that they begin to work more on the business and less in their business. The fact here is that they are just as aware as you are about so many good things going on around them, that they just need a really good reason to do that.
What most people don’t know is that your prospects are really keen to see the salespeople that will help provide answers to many of the challenges they face, but they have been let down by so many sellers that have simply wasted their time, pushed through for an appointment only to make a mess of the presentation on have not listened to what the prospect had to say to understand how and what to sell to him.
That’s right, every prospect wants to be placed in a position to think through well thought through and professionally presented recommendations and make a buying decision. But where are those sellers that can do things the prospect wants at the level the prospect feels comfortable with? They think of themselves as being good at what they do – they just want the salespeople who call on them to be the same.
When a professional salesperson calls on them, they just want the seller to be aware that they are busy (because they are a good prospect), and this is why they want the seller to be professional enough to be aware of this and maintain momentum throughout the sales process so that he or she is able to gently push the presentation to a conclusion at a time and in a way that is appropriate to a really time-poor prospect.
If that all sounds simple, it should be, because that is what professional selling is all about in today’s pressure cooker world. Unfortunately only the real professionals understand this. But they too are so busy they need to slow down enough to recognise that there is so much more business out for them to harness – is only the slowed long enough to recognise it.
Where do you stand in all lf this?
Many times I have written that the best of the salespeople I know work on presenting to one more prospect every day. That means a minimum of five more presentations a week that will more than likely mean two to three mare sales a week. Why because they go out of their way to make the time.
Again, where do you stand in light of what I have just presented?
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com