Always Be Closing…Not!

March 3, 2010 at 10:25 am | Posted in Adrian Miller Sales Training, entrepreneurship, sales, Sales Training, small business | Leave a comment

There’s an old sales cliche: “always be closing”.

I think not.

In these days of heavy hitting sales messages and folks pitching products and services without regard for what their prospects may want or need, the idea of “always be closing” is definitely unsuccessful.

So what is the new ABCs of sales.

A:  ASK questions and learn about your prospect. Get an understanding of their situation and how your product or service (might) equate to an improvement in their situation. If you don’t equate to an improvement why should they entertain the idea of doing business with you? Asking questions is the foundation of all successful sales interactions. Remember that if you ask the right questions the prospect will tell you what they need, when they need it, why they need and even what they will pay for it.

B: Be BOLD and persistent. No one ever accomplished anything by being timid and falling off the radar screen. Bold does not mean aggressive and obnoxious. Bold means assertively and proactively pointing out, and perhaps reiterating, your value proposition and how you can, in effect, assist your prospect with their wants and needs. Being persistent means that you do not allow yourself to fall off of the prospect’s radar screen, even through a lengthy sales cycle. Be certain to deploy exquisite touchpoint management skills and you will find yourself bringing in more new business.

C: CHANGE it up. We all know that the definition of insanity is doing the same thing over and over yet expecting a different response. When something isn’t working and you’ve given it enough time to prove out, then change it up and try something else. You have nothing to lose because you have nothing. And once again, this just might be the right time to ask some more questions. Perhaps you missed something. Perhaps the prospect’s situation has changed. Uncover the true reason for their push back and you have a better chance of overcoming the obstacle.


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