February 20, 2018 – Discovering

Don’t be fearful of challenging your customer just because they have an idea or preconceived notion of what they think they need. It’s not always the right solution. Don’t be afraid to ask questions about why they think it is the right solution. It’s your job as a Trusted Advisor to guide their direction.

February 13, 2018 – Closing

Be aware of the right time to move the sales process to the close. While buying signs are a positive element and a good gauge you are headed in the right direction, they do not always mean it is time to close. The right measuring stick is to validate that you have a clear understanding of your customers’ needs and have offered the correct solution which the customer has confirmed. Then it is the right time to close.

February 6, 2018 – Presenting

Discussing consequences of inaction with a customer requires a little finesse. It’s not pushing. It’s not being argumentative. It’s not frightening your customer with a list of negative effects. Instead, getting your customer to acknowledge consequences is about getting him to look at the other side of things and consider the risks of inaction. It’s about being a consultant, someone who can provide valuable insights the customer might not be considering.

January 30, 2018 – Presenting

Utilizing social proof, addressing alternative options, and acknowledging consequences are effective ways to strengthen the solution you have suggested to your customer. Doing so helps instill in him greater confidence in the purchase decision – and in you as a trusted advisor.

January 23, 2018 – Presenting

There is power in simplicity when it comes to presenting. Sales presentations aren’t about discussing every single piece of data, every specification, every feature, and every benefit. It’s not about delivering a twenty-minute monologue accompanied by eighty PowerPoint slides. It’s about sharing a targeted presentation that identifies solutions in a way that is tailored to meet the customer’s needs.

January 16, 2018 – Discovering

Phrasing questions in the right way can help you elicit quality information that helps you uncover your customer’s needs. But even more than that, asking the right questions in the right way at the right time can help you uncover not only what the customer thinks he needs but also myriad possibilities the customer might never have even thought of. Questioning can help you dig deeper, allowing your customer to think beyond what must be done or what should be done to what could be done.

January 9, 2018 – Discovering

During no point in the sales process should you push forward if the customer isn’t ready. It’s a common pifall for sales reps to fall into that old always-be-closing mentality, but that almost always backfires. Don’t rush your customer through the sales process. Allow her time to ask questions. Listen to her answers. Ask for feedback. Address alternative options that she is considering. Discuss what the consequences of her go or no-go decision might be.

January 2, 2018 – Presenting

After every sales interaction, do some reflecting to help plan and determine your objectives for the next call so you can accelerate the sales process and close more deals. If you don’t do this, you won’t be able to adjust and make the next call more productive. Failing to reflect just makes it that much more difficult to plan for the next interaction with your customer.

December 26, 2017 – Discovering

One of the easiest ways to move from order taker to trusted advisor is by asking thoughtful questions designed to get your customers to open up and think differently about their particular situation. Top performers focus more on asking questions than on regurgitating information about how great they, their organization, and their products and services are. Because of that, top performing sales professionals more quickly and more effectively build credibility.

December 19, 2017 – Opening

Building rapport with your customer goes beyond making friendly banter. Don’t assume that because your customer is friendly and personable or pleasant that you’ve built rapport. Rapport is built over time, and it takes constant work, as with any relationship.