Long gone is the tell and sell attitude of sales. Today, clients/customers want to be engaged in conversation about their business; they want you to know that they are experts. Perhaps you are seeking the business of a new client and you're not sure what they do or how they do it. Let your client provide you with an education into their business. Seeking to understand your client's business and fully engaging them in the conversation is absolutely the right thing to do. No one wants to appear to be a know it all, it's a turn off and can actually help you turn-off a potential sale. Keep in mind that while your client can learn from you, it's up to you to learn from your client. In the end, you've developed a trusting relationship where your client is acknowledged for their expertise, feels valued and is more inclined to listen to you when you offer your services and their benefits. Listening to your client opens you up for the sale.
"The best reps win the battle not by "discovering" what customers already know they need, but by teaching them a new way of thinking altogether."
Tracy D. Holloman and Kevin A. Key
7 Ways to Get to the Truth: When the Sale "Disappears"
You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings. Have you been in this situation before? Of course you have-we all have, and it's painful. So, can you keep from getting dropped?Continue reading the rest of this article in our blog post ...