The challenge which most of us in sales have is that we make simple things hard. We take a look at a concept, or new idea and think: “It can’t be that simple, can it?” Not only is it that simple, but it is also easy. We further complicate the process by again saying to ourselves: “Let me see if I can actually find the way to do this.” Therefore, making it harder than it has to be.
Murphy’s Law states: ‘nothing is as easy as it looks and everything takes longer than you expect.’ I would like to dispute that law by offering the following 9 tips as proof that Murphy is incorrect:
- Good, better, best: Never offer a prospect only one option. Make sure that there is three. Offer them a good solution, then a better solution and finally, the one solution that they really need and the one that you want them to have; the best solution. That’s it!
- Focus on disqualifying: Don’t load up your pipeline with pipe dreams and wishes. Your pipeline must have only the prospects that want, need and can afford your solutions. No one else.
- Overabundance: Have this attitude going into any call; even the ones that you desperately need. If you focus on an attitude that they need you more than you need them, the end result is that you are calmer and ready to tackle anything that may happen during the call.
- Set the expectations: Make absolutely sure that everything is set before the meeting. A proper CAP (Customer Approval Protocol), taught through The Action Suite, set the time, agenda and the outcome of the meeting. Stop leaving and wondering what happen. Instead, leave with either the yes, no, or a clearly defined next step
- Be quiet: Many ask a question and then what we do is jump right in within five seconds to add or rephrase the question. Count silently to 15 before uttering a word. Some people, especially if it is a great question, will need time to formulate the answer. Don’t look anxious, nervous or quizzical. Sit quietly with a neutral look and count to yourself.
- Take notes: Ask for permission first and then note away. Use very short, three to five words, per point and use your own code such as a “?” if you need more information, or an “*” if this could be a situation that you can tell them a story about someone else that used your solution to solve their challenge or even a “!” for a pain point that you may be able to solve. Use your own codes, but get comfortable using them.
- Know the buying signals: When it happens, stop and get the order. Your job is done. I cannot begin to tell you the numerous situations that I have coached where someone talked themselves out of an order. Furthermore, I can’t begin to tell you the number of times I had made a decision, gave all the buying signals and then by them continuing to talk, I was talked out of buying.
- Research: Five minutes can save you a lot of embarrassment, grief, and rejection. Never go in and ask what someone does and what the company does. A long time ago it was acceptable, but in today’s world and age of information, using that as an opening line is inexcusable.
- Never stop learning: Do you want to know the right questions, how to frame the offers, how to have a rock solid CAP, how to be aware of the buying signals, how to do the minimum research required and where to begin in the business that you have a meeting with? You can get all these from The Action Suite, but regardless where you go, you cannot stop learning.
Go out now and prove to yourself that by breaking some laws; Murphy’s, it can be a good thing.