Sales Strategies

English: 1251 Avenue of the Americas, formerly...

Image via Wikipedia

If you say it, do it.

When you meet a prospective client for the first time, in person or on the phone, promise them something. Then make sure you deliver on your promise. For example, when phoning for an appointment, briefly state the reason for the call and then end with a specific promise for action.

It could be something as simple as leaving a voice mail. For example : ” Good Morning Jim. This is Bob X and I am calling to introduce myself and XYZ Company to you. We are a widget company and currently work  with Exxon. Tony at Exxon gave me your name and suggested I give you a call. I will follow up with a phone call to you Wednesday afternoon.” Or, I might end my voice mail with, “Jim, I have your e-mail address and I will forward some information to you today about our energy saving product.”

Make sure you deliver on whatever you promise. This simple act at the beginning of the sales process shows the prospect that you are a professional and a man of your word. You have a plan and follow through on your promises.

Use the same technique throughout the selling process. Whenever you meet with a prospect, there is always an opportunity for follow up. It is even better if you can follow up with something beyond the typical scope of the buyer/seller conversation. For example,  “Buyer :  Times are tough. The down economy has effected our industry. Production is down.” Your response : “Yes, I understand. I was just reading an article earlier this week about one of your main competitors. They are investing in new technology to reduce production costs and position themselves for growth next year. Did you see the article? If not, I can e-mail it to you when I get back to the office this afternoon. Let me tell you about my Company and how we have worked with a number of clients to help save them money and improve productivity.”




Enhanced by Zemanta

Speak Your Mind