I just wanted to provide a short update following my last blog. The latest place where I have presented my Sales Techniques to Build Your Business, the Givers Gain BNI Chapter in Greensburg PA, provided me some feedback. Within the first week following the presentation two of the members used the Get a Response from Non-responders technique on three prospects. They told me that much to their surprise (not mine), they received a quick response from all three prospects. One prospect told them they wouldn’t be proceeding yet, but the other two gave positive responses and are moving forward. They even reported that one of those two prospects had a sense of urgency following the message.

I also hard from a different member that she used another technique discussed during the workshop. She stated that by using it she was successful in closing new business. So I would say that the 1-hour workshop was quite successful – three closed deals within the first week.

Good Selling!

Later this week I’m going to share with my local BNI Chapter some sales tactics they can use to build their business. This is a slight deviation from my normal mode of operation of stressing strategy first, but I felt these three tactics, all very easy to personally implement, could have a great impact for these business owners. I will of course preface the presentation stating that in order for these tactics to work, you need to know who your ideal client is, know your core message, and be able to succinctly explain how you’re truly different from your competitors.

Today’s business climate has changed so much and the competition for sales has become extremely tough. The internet has enabled most buyers to successfully research products and services, as well as the various suppliers very easily. This has really changed the playing field for sales reps. Your option as a business owner or sales rep is to do nothing, but of course this “strategy” will probably cause your business to stay flat or decline. That probably isn’t what you have in mind for your business. Those traditional sales methods and sales training don’t seem to be working. When you look around the office, your sales team looks to be busier than ever – but sales sure aren’t increasing. So how can you improve your sales? You can improve your sales process. The best part here is that this can be done with minimal cost and disruption. I would start by taking a look at all your communications with prospects and clients. The first key area is around language discipline. Words, written or verbal, can dictate your success at getting a response from a prospect. The words you use also position yourself to the clients and can also frame your conversation which puts the prospect at ease.

Next you need to not only listen to what the prospect or a client is telling you, but also use language that can create space in your discussion. Once again, the key is to use phases that help the prospect not feel threatened and to stay open to what you are saying.

The final point is how to effectively handle lingering situations. As in the other two points, language is the key here also. Creating a message that gets a response, gets the truth, and enables us to move forward or move on can be done. This requires some discipline on the part of the sales rep, since the message is essentially one that states the situation, makes a negative assumption, provides an opportunity to reconnect, and lets the prospect/client know that you’re OK with either a yes or a no response.

Just by working to add these items to your sales process can enable you to be more effective in your sales calls. Prospects and clients will like working with you because you allow them to say no, though my experience has been that more say yes when this process is used.

Good Selling!