Do you step your way through the process of selling only satisfied the objections your prospects in your prices? Scenario unfolds too often for many small businesses owners.The day I was talking to Joan who lamented how he spent a ton of time developing relationships with new prospects, but in the end will not be able to make the sale. In his six meetings sales prospects look like a slam dunk. He was very enthusiastic about his product (inventory control software for the food service industry), he see similar products on the market (Joan software has a unique interface and easy to use) and he and Joan seemed to have a good relationship (they both are avid snow boarder and each loves jazz). But when it came time for Joan to ask the business the answer is 'no'. Her hot prospects cool in his price.
Where Joan not wrong? He was somewhat confused deals collapsed and he wants to know what he could do to prevent future failures. Not only did he not get the business, he ultimately wasting precious time would be better spent generating leads sale.Does confirmed this sound familiar? Have you ever spent time building a big lead only to have the deal fall apart because your prospect something in your price If so, you may need to make the same common mistakes made sales Joan:? He was trying to make a sale without enough information to make the right offer its prospects, despite his six positive sales meetings.What Joan neglected to do was to ask him about the prospects its accounting needs with respect to inventory control. Unfortunately for Joan, she learned an important truth only after our conversation when he called back prospects to find out where he went wrong.
His prospects who decided to use the software from one of its competitors. Even Joan software has good accounting package, he offered nothing, including that related to accounting. His prospects it is assumed that the software does not have the necessary accounting functions because Joan did not mention it. He discussion about the many innovative, easy to use software interface and database functions are great but he never mentions his accounting features as the prospect is not requested. The prices would be better if his prospects know about his ability accounting software! During the process of selling you are sure to ask all questions must be answered to understand the needs of your prospects. Then you can use the information you purchased to build a pitch about exactly what is going to solve your prospects problems.Before to tell your prospects make sure the price is right time to ask questions such as:? ·
Does it sound · Is there anything I have not mentioned help? · What do you like about our products or services of a competitor? By getting answers to these questions will be able to gauge whether or not you have enough information to make an offer that your prospects are advised to be hot decline.If not have enough return for additional information, to schedule another meeting and then go through another round probing questions.If have enough information to make your prospects the best deal they have ever heard. If you've done your homework enough to make a sale.