Traditional “small” sales don’t work for larger sales where the relations ship and the product or service have to work together as a relationship with the customer.
Always be closing ABC, doesn’t have as much of an effect as investigating your customer’s wants and needs.
High-pressure sales (closing) are more effective in small purchases (retail and dining) than in large purchases like business purchases, cars, and homes. In polls on customers, 34% stated they’d be less likely to buy from closing techniques used on them.
The objective of a sales call is to set objectives, and that objective is to advance an action (set up a meeting with a stakeholder or decision maker) and not a continuance. Continuances are a “no” that may be window dressing or just a positive stroke to get to no.
The four stages of a sales call:
- Situation Questions.
- Problem Questions.
- Was there any quality problems?
- Communication problems?
- _____
- ______
Uncover the seriousness of the problems your customer has so that when you quote a price, you’re offering huge value. Don’t prematurely show the price.
