Sunday, July 15, 2012
Treating Prospects like Potential Suitors
I've often told people that I treat my customers/prospects like my men. . .meaning I always play hard to get. Its worked for me for 22 plus years. . . yet I never realized there was a science to it until I received Brian Tracy's latest newsletter (yes I'm a huge fan of his thanks to one of my greatest friends/colleages of all times - Ned Beaver)! Remember when approaching new prospective clients that its all in the attitude. Everyone wants to be with a winner. So be one! From Brian Tracy's newsletter: As a salesperson, the first thing you need to do, is view yourself as a consultant. One particular self-image attribute, possessed by high-achieving salespeople, is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer. There are four strategies that effective people use to become the best in their industry. Strategy #1 The first strategy is the “approach.” Effective salespeople approach people as “clients.” They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal. Strategy #2 The second strategy is to ask Questions and listen carefully. Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer’s situation so that they can make intelligent recommendations based on what the customer really wants and needs. Strategy #3 Third, you must become an expert in your field. As consultants, the people who become most successful are those that recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they are offering. They have excellent product knowledge which their clients can sense, and which gives both their clients and themselves greater confidence throughout the sales conversation. Strategy #4 Fourth, you must be able to differentiate yourself from your competitors. Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true. More info: Contact Triple Win Sales to Put these Strategies to Work!