Sales Advice: Identifying Prospect Pain
May 29, 2009
Welcome back!
Watch the following video and think how you can focus in on your prospect’s pain
Oh, and Take a look at the 3 Minute Marketing Audit.
Regards
Fraser
How many steps in your sales process?
February 17, 2009
“I don’t do any selling, all my business comes from referrals” said Frank last night.
Ah, but Frank, you must have a process in what to do to close them and win the business.
“We meet, they buy.” said Frank.
Hmmmmm.
“Get a bit of paper, and let’s take a closer look.”
PART ONE - SUSPECTS
What Marketing do you do?
Do you do any outbound calling, emailing or telephoning?
What about networking?
“Ah, yes, I do a fair bit of networking”
“So you do go prospecting, good.”
We agreed that suspects were people who are approached and need to be qualified before they could become a prospect.
PART TWO - PROSPECTS
“These people who come to you referred Frank, how do you qualify them?”
“They come qualified.”
“Frank, you’re giving me a run for my money here - do you give your advocates, and referees a Prospect profile
and the criteria you look for in a prospect.”
“Not exactly, they just know the kinda businesses I work with..”
Reasons Why you may be losing business…
February 16, 2009
Sometimes prospects don’t buy from you. It’s a fact of life.
But it’s useful to know why this may be happening to you…
…For There could be many reasons why your prospects just aren’t engaging with you.
For example…
1. They don’t know you or trust you.
Give them a reason to want to get to know you, and give them a reason to trust you. Testimonials can help. A Money back guarantee can help. Offering a FREE trial or download can help. Start raising your profile, and visibility by blogging, writing articles, networking, attending events, exhibitions, hosting workshops etc. Be different. Offer something different. Stop offering features. Start offering real benefits. Do you empathise with your target audience, do you know the problems they have, and can you genuinely help them? Do you serve to help? Or do you serve to control? What tactics can you use to get people talking about you and referring you to others who need help in the area you specialise in?
Take a peek at this.
Sales Advice: How to spot a sale “going south”
September 20, 2008
There are typically 3 reasons why you don’t win a sale at one of your sales meetings, presentations or 121s…
In this short blog, I want to deal with un-answered questions.
Un-answered questions, can also mean un-asked questions too.
You get the invite to meet the prospect, you do your pitch, you cover all the features and benefits, but the sale doesn’t happen.
Why?
Quite often your presentation doesnt address the doubts, scepticism or questions that your prospects have.
They may have questions about pricing, delivery, contractual terms, but because you didnt fully answer their question, or fully explain that particular point in your “pitch”, they’re not going to buy.
One useful thing done on online is to have a page of FAQs (or frequently asked questions) to help raise common points in the mind of your prospect before they ask them, and then address them head on.
The more objections, obstacles or issues you can identify, raise and eliminate, then the easier for both you and the prospect it will become.
Don’t be scared to raise an issue with your prospect in fear of losing the sale.
