How many sales have you lost because your competitors had connections with customers and you did not? How often did you find out that the purchasers you had been talking to did not have the power to make the final decision to buy? The hard truth is that many times it is difficult to get senior management attention and connect your products and solutions to their priorities and business agendas. Initiating and developing relationships with customers require more than getting in and presenting your sales proposal. Below are 2 simple strategies that you should follow to breakthrough customers’ mental block before you start to sell to them.
Create “Positive and Winning” Mindset
Many salespeople have a wrong believe that senior managers would not see them because they are not on the same level with them. Indeed, salespeople need to portray that they are able to help them to accomplish their goals. Therefore, you have to project the image of you managing a key value creation project and the company that you approach should listen to what you have to offer.
Create Relevancy for your Customers
To connect the product that you are selling with the company that you approach, you have to create relevancy by looking at the company business plan on which you can deliver an impact. Salespeople must recognize the senior management’s priorities and zoom into it. The common priorities are such as cost-conscious, quality-conscious, competitive-conscious and so forth.
Presenting your sales proposal to unblock customers’ mindset is not a simple task. It involves shifting your focus, becoming a business advisor, understanding and diagnosing the customers’ situation at multiple levels and disciplines. Therefore, to find out more on other sales closing techniques, come and join a mind-opening sales program, entitled “The Art of Closing Sales” (Code: DNS608).
Come and spend your 2 days with a lead master trainer, Dr. Steven Khaw and discover a difference in your sales approach thereafter. He is an international sales trainer, who believes that every customer’s objection is a solid opportunity to close the sales. Having conducted sales programs for salespeople from various industries, ranging from FMCG to highly customized industrial products and services; he focuses on differentiating competitors rather than competing with them. Since the sales program have changed more than 10,000 salespeople career over the last 9 years, we believe it will change yours as well. Take a step today by contacting them and you will discover a leap in your sales career. The upcoming program will be held on 5-6 January 2009 @ Equatorial Hotel K.L.
Create “Positive and Winning” Mindset
Many salespeople have a wrong believe that senior managers would not see them because they are not on the same level with them. Indeed, salespeople need to portray that they are able to help them to accomplish their goals. Therefore, you have to project the image of you managing a key value creation project and the company that you approach should listen to what you have to offer.
Create Relevancy for your Customers
To connect the product that you are selling with the company that you approach, you have to create relevancy by looking at the company business plan on which you can deliver an impact. Salespeople must recognize the senior management’s priorities and zoom into it. The common priorities are such as cost-conscious, quality-conscious, competitive-conscious and so forth.
Presenting your sales proposal to unblock customers’ mindset is not a simple task. It involves shifting your focus, becoming a business advisor, understanding and diagnosing the customers’ situation at multiple levels and disciplines. Therefore, to find out more on other sales closing techniques, come and join a mind-opening sales program, entitled “The Art of Closing Sales” (Code: DNS608).
Come and spend your 2 days with a lead master trainer, Dr. Steven Khaw and discover a difference in your sales approach thereafter. He is an international sales trainer, who believes that every customer’s objection is a solid opportunity to close the sales. Having conducted sales programs for salespeople from various industries, ranging from FMCG to highly customized industrial products and services; he focuses on differentiating competitors rather than competing with them. Since the sales program have changed more than 10,000 salespeople career over the last 9 years, we believe it will change yours as well. Take a step today by contacting them and you will discover a leap in your sales career. The upcoming program will be held on 5-6 January 2009 @ Equatorial Hotel K.L.
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