Sales skills to remember
15.3.07
I attended an interesting course today. Clive Price from the Peers Group gave a great talk today on how to alter your approach to sales.
Some brief pointers:
For more great tips and sales assistance get over to the Peer Group website and contact Clive Price!
Some brief pointers:
- You can't close on sale until you've pointed out the need for your service.
- Cold Calling (CC) sucks, but it can work.
- Your goal for a CC is to GET AN APPOINTMENT
- Once in a meeting or appointment make sure you show interest in your potential client and their company. Do not focus on your product. Repeat, do not focus on your product, yet.
- Identify gaps for your product/company to take advantage of while getting to know your client.
- When gaps are identified, summarise them for your client.
- Try to make them acknowledge their shortfalls or gaps.
- This acknowledgment allows you to then suggest solutions (your product/company)
- When you have all the above achieved, begin to fill the identified gaps with products or services that you can offer.
- If all the above has gone successfully, close your deal.
For more great tips and sales assistance get over to the Peer Group website and contact Clive Price!
Labels: clive price, peer group, sales