The Solution to your Sales Problems in 7 steps…part 1

January 6, 2016 by

Selling is tricky. We know this. Nothing new, nothing revolutionary. I’m here to tell you however that you’re fighting this battle with your hands tied behind your back if you’re not following these fundamentals. I didn’t invent them but I’ve been teaching to these fundamentals for over ten years. Do them and you’ll resolve the biggest problems in your sales game. Don’t do them and you’ll continue to be perplexed as to why you’re chasing deals.

1. Set the next meeting date before you end the meeting you’re at. Every time. No exceptions. We all know what it feels like to have a great meeting and then have to chase the person for the next two weeks while their excitement wains and you get more desperate.
2. Establish time frame. If you know when they want to GO LIVE, you solve 30% of the riddle right then and there. You now have a shared goal with your prospect to meet their deadline. FYI “as soon as possible” and “yesterday” are not answers. Narrow it down and establish next meeting dates from there.
3. Budget. Ok, calm down, take a breath and rethink this. Don’t get junk in your head about “they don’t have a budget,” “no one will tell you,” or “it’s rude to ask.” First step is to know your prospects revenue. This is not difficult. ASK. Second step, know how they make IT spending decisions. Third step, ask them how they budget for IT. If they have a process, praise them and fit in. If they don’t have a process, let them know that’s ok and that’s what YOU ARE THERE FOR. Oh and one way to make sure you DON’T get the budget? Ask them “WHAT’S YOUR BUDGET”
4. Referral request. I’m not going to over explain this. At the end of the meeting (THE FIRST MEETING), simply say, “Hey Bob, it was great meeting you. Not sure if you and I will do business, but give me the names of a couple people you know who could use our services.” If you’ve done a great job at selling your self, you’ll get a great response. If you’ve done a poor job and you’ll be embarrassed by the whole process.

In the next part, we’ll talk about the order of selling. Until then, comment or email us. Disagree with us, let us know.

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