Positioning is where salespeople often fall flat; they are able to discover needs and qualify those, and then choose to stick only to a feature and function list when attempting to differentiate their product from all the others on the market. Here are three approaches that aim to change that and get you positioning like a pro. Feel free to print out the illustration and stick it on your cubicle, wall, or wherever else you like.
The most common thing you hear in sales is “no.” Sure, it can be sugar-coated and turned into a more palatable, more polite message. However, at the end of the day, it’s all the same thing: rejection. Salespeople, whatever field they’re active in, must all be equipped to handle rejection regularly and in all its forms. The greatest lack in sales training is often the avoidance of any discussion of this (beyond simple questions during the interview), as well as the absence of any kind of tools to deal with it. While I’m no expert, I have been on the receiving end of this for some time, and thus I’d like to provide my humble two cents on how to avoid taking rejection personally.
It is often said too many chefs ruin the stew, and this certainly holds true in sales. Large organizations grow bureaucracy like trees grow branches, and these often come with additional stakeholders which must be placated, overcome, persuaded, or otherwise mollified. They are often invested in the final decision, as they are affected by it in some way.
Establishing rapport is always seen as some kind of dark art by sales beginners and professionals alike. In reality it’s fairly easy to do. Here’s a nice illustration showing you 8 keys to establishing rapport. Feel free to print it out and stick it on your cubicle, wall, or wherever else you like.
RFPs, or Requests For Proposal, are a salesperson’s nightmare; they’re a tool designed to take salespeople out of the equation. Their use indicates that the prospect’s buying decision is being driven purely by accounting or finance. RFPs take a significant amount of time and effort to complete, and the return on investment usually doesn’t materialize. At least, that’s how it was until now. Let me show you the best way to handle an RFP and increase your chances of getting that sale.