Habit 23: It’s Important to Hand Deliver the Quote
Continuing with the twelve Sales Skills let's look at Habit 23: It's Important to Hand Deliver the Quote. Habit 23: Deliver "C" and "D" quotations in person. Last month's newsletter talked about "Closing" on the sales call goal skillfully. This month let's focus on why it's Important to hand deliver the quote. In previous newsletters we talked about classifying opportunities and specifically, "C" and "D" opportunities. To refresh your memory on the definitions of these classifications: "C", is a qualified event for which a quotation has been presented and the prospect has submitted the quotation for purchase approval. "D", is a qualified event ...
50 Habits of Top Performing Sales People Habit 22 – Closing
Continuing with the twelve Sales Skills let's look at Habit 22 - Closing. Habit 22: "Close" on the sales call goal skillfully. Last month's newsletter talked about setting a goal for each sales call. This month, let's focus on one of the most important components of the sales cycle, "closing". Much is made of "CLOSING." Hundreds, maybe thousands of books have been written about proper closing methodologies. Books have been written about the "ABC's" of "closing,"presenting detailed recipes and step-by-step procedures for "closing." Virtually every single one of these books, and I might even say sales skills seminars, do not discuss ...
50 Habits of Top Performing Sales People Habit 21 – What’s the Goal for the Sales Call?
February 29, 2016
Selling
Comments Off on 50 Habits of Top Performing Sales People Habit 21 – What’s the Goal for the Sales Call?
Continuing with the twelve Sales Skills, let's look at Habit 21 - What's the Goal for the Sales Call? Habit 21: Set and close on a goal for each sales call, whether the sales call is in person or on the phone. Last month's newsletter talked about understanding the difference between features and benefits and not introducing benefits until a need has been qualified as genuine pain. This month, let's focus on defining the goal for the sales call. I wonder how many sales calls you would not be making if you were required to submit a written description of the ...
50 Habits of Top Performing Sales People Habits 19 & 20 – Is It a Feature or a Benefit?
February 4, 2016
Selling
Comments Off on 50 Habits of Top Performing Sales People Habits 19 & 20 – Is It a Feature or a Benefit?
Continuing with the twelve Sales Skills let's look at Habits 19 & 20 - Is It a Feature or a Benefit? Habit 19: Understand the difference and the uses of features and benefits. Habit 20: Know not to introduce benefits until there is a need that has been qualified through genuine "PAIN." Last month's newsletter talked about confirming problems as NEEDS and determining the level of PAIN to improve the sales cycle and determine the need of your target customer so you can offer your solution tailored to that customer. This month, let's focus on how to determine the difference and ...
50 Habits of Top Performing Sales People Habit #18 – How Do You Determine PAIN?
December 16, 2015
Selling
Comments Off on 50 Habits of Top Performing Sales People Habit #18 – How Do You Determine PAIN?
Continuing with the twelve Sales Skills let's look at Habit #18 - How Do You Determine PAIN? Confirm problems as NEEDS and determine the level of PAIN. Last month's newsletter talked about leveraging probing (asking questions) to improve the sales cycle and determine the need of your target customer so you can offer your solution tailored to that customer. This month let's focus on how to determine the PAIN associated with the need. "PAIN", simply stated is the financial value of a problem. How much money does the "PAIN" cost? How much money will the customer/prospect save if the "PAIN" is ...
50 Habits of Top Performing Sales People – Habit #16 – Do You Know What Questions to Ask?
October 30, 2015
Selling
Comments Off on 50 Habits of Top Performing Sales People – Habit #16 – Do You Know What Questions to Ask?
Continuing with the twelve Sales Skills, let's look at Habit #16 - Do you Know What Questions to Ask? Probe (ask questions) to determine if the target company has problems that your products or your company is likely to be able to solve. Last month's newsletter talked about understanding how your customer makes money and the value your company brings to their product/service. This month, let's focus on the importance of understanding how the questions you ask your target customer affect the sales process. When you develop your opportunity plan, do you know what questions to ask? More importantly, do you ...
50 Habits of Top Performing Sales People: Habit #15 – How Does Your Customer/Prospect Make Money?
September 21, 2015
Selling
Comments Off on 50 Habits of Top Performing Sales People: Habit #15 – How Does Your Customer/Prospect Make Money?
Continuing with the twelve Sales Skills, let's look at Habit #15 - How Does Your Customer/Prospect Make Money? Understand your customer's/prospect's processes and the value that you, your company and your product or service delivers to your customer's/prospect's processes. Last month's newsletter talked about using an Initial Benefit Statement at the beginning of the sales call, to summarize agreed benefits thus far in the sales cycle. This month let's focus on the importance of understanding how your customer makes money. Salespeople get wrapped up in the day-to-day, making sales calls, developing, submitting and reviewing quotations and all the stuff they have ...
W5895 Pheasant Lane 
920-889-6956
