For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading
“What’s the Next Step?”
For sales managers, everywhere
As I have said previously, I get most of my blog material from coaching calls and training meetings. The things that come up during those precious times together are rich in material.
On a call last week with the Michael Alan Furniture and Design team in Lake Havasu City, AZ, their sales manager Dave shared what he does with any and every
salesperson/designer after a customer interaction completes. He simply asks
“What’s the next step?” and from there
discovers that something either happened or didn’t…which leads to further questions. Brilliant.
So tell me, what are you asking your sales team after an interaction with a prospect/customer? If you aren’t consciously and consistently doing that, begin to make it a habit. You will see results immediately.
Now, go help your team to sell something.
For sales professionals, everywhere
Customers Don’t Know What They Want…
Really? Is that accurate?
I hear that a lot from salespeople who are not closing the sale or finding the right solution for the customer. If you think this, you will limit your engagement to find out what is driving the customers decision and what they want the solution to do.
What if customers really DO know what they want – they just don’t know what the solution will look like or what is available as a solution? Align the expectation with where the customer is in their buying process: if they are early in the process, they may not know what they can do or what is out there for them….but they know what isn’t working NOW and what they would like in the FUTURE.
Be compassionate to where they are in their decision making process and ask more questions. Customers aren’t required to know the solution – that is the salesperson’s job to help with that. They came in the door…the rest is up to you.
Now, go sell something.