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Want to take your business to the next level? If so, take these actions. They're guaranteed to make a difference in your sales results.
1. Clarify your value proposition
Be precise - numbers, percentages and time frames make your value proposition even stronger.
2. Target a specific market segment
Learn as much as you can about their business needs, terminology, issues and marketplace trends. This significantly increases your client desirability.
3. Prepare Ad Infinitum
Read their annual report, check out their website, interview their clients, review analyst's reports. Find out what's important to them, their challenges, goals, and strategic imperatives.
4. Create Seductive Ideas
A seller who consistently brings business ideas to the relationship becomes indispensable - winning contracts with minimal competition and at full dollar value.
5. Slow Down, Lean Back
To maintain a consultative approach you must LEAN BACK. The minute you lean forward, you're "selling" - trying to get your customer to buy. Lean back. Slow down. And you'll get the business sooner.
6. Pursue Quality, not Quantity
Test every idea you come up with from your customer's perspective. Think: If I said or did this, how would my customer interpret it or react? Only their perception is important - not what you meant. Make your changes before the call to increase your success.
7. Minimize Opportunity Leakage
To increase your order rate, ask questions such as: Why would this help you? What value would you get from this service? What are the primary benefits you would realize from my product/service? This cements the value in their brain.
8. Make Follow-up Meetings Concrete
The longer it takes to reschedule, the more their desire for your offering fades. Get the meeting on both your calendars now - even if it's just to talk on the phone.
9. Always Debrief Your Sales Calls
This is absolutely the only way you will improve. Sales is a grand experiment - customers change, markets change, your offerings change, and so does your knowledge base. Unless you're continually learning, you're losing ground.
10. Reframe Your Attitude
Accept 100% responsibility for your sales success and continually be on the lookout for creative approaches to take your business to the next level.
Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to firstname.lastname@example.org . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.Contact Jill Konrath at (651) 429-1922 or visit www.SellingtoBigCompanies.com
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