Salespeople can learn a lot by observing poker players. Every gambler knows who wins each hand of poker: the player who possesses the highest value set of cards, or who is the last remaining player if everyone else folds. However, a more challenging question is: in each hand of poker, who comes in second?
Turn the sales process upside down. Don’t follow the customer. Don’t do what the customer expects you to do at the beginning of the meeting or conversation. Don’t start with the price. The price is the final element - a reward for the values that are important to the customer. In this way, you’ll make sales, you’ll earn money, and you’ll have loyal customers who build your value on the market.
A sales director announced to his team that the company expects sales to increase by 20% next year. From the point of view of salespeople, the current results seem optimal and the target doesn’t seem very realistic. See how it can be accomplished with the help of a simple Key Performance Indicators (KPI) tool.
Both from my own observations and from conversations with salespeople, it’s easy to conclude that cold calling isn’t exactly the salesman’s favourite activity, and I’d even venture to say that some salespeople avoid it like the plague. In the meantime, in my experience, two or three successful calls are enough for literally every salesperson to change their mind and start cold calling effectively....
Experienced sales professionals know that it’s generally easier and faster to sell to current customers who know your company’s brand than to new customers who do not. ‘You’re 60-70% likely to sell to an existing customer, compared to the 5-20% likelihood of selling to a new prospect,’ reported Hubspot.1
Asking clients about their needs is pointless. Why? Trying to address needs will take you down a slippery slope. On one hand, they are an important part of the sales process, on the other, clients aren't naïve. They won't let themselves be persuaded that they need something if they don't. And, to make it harder, they really don’t think about their needs. Often, they don’t even know what they need.
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