Always Be Closing… say it every night before bedtime and every morning in the shower. Seal the deal to build your business.
Selling… when no one is buying!
Perhaps the loudest complaint from a business development team over the last two quarters is that “No one is buying… but we are still talking”!!
Yet the initial qualification talk ought to have established whether the prospect ever had a need to buy. You do that already don’t you?
Need will always buy – maybe not from you – especially if you are too busy talking to the wrong prospect, or asking the right prospect the wrong questions.
Maybe you are too keen to develop a “relationship” (which is important!) at the expense of discovering whether they need or intend to or even CAN buy from you.
That’s why the language you actually use is so important; use Why -What -When- How a lot in your conversation.
Think about the words and say them out loud; rehearse the questions before you talk over the phone or meet them in their offices.
Do your research: where is their trouble?
Most importantly, avoid “good meetings”.
When times are tough, selling your product or service relies on the relentless pursuit of strategic, targeted opportunities.
contributed by Jim Stewart, Founder & Managing Director of JST PreSale Ltd
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Why Marketing always trumps technology – Julie Meyer
