A Sales Compass – A Blog by B2B Sales Connections

Look for Unrecognized Problems & Unanticipated Solutions

One of the best sales questioning techniques I ever learned was from a former boss & mentor.  He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”?   The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem.  This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.

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Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work.  If a website promises 24/7 technical support, it creates an expectation.  Or if you promise installation within 24 hours, the customer now expects it.  Why?  Because you told them to! 

 It’s been said many times that prospects must feel they can trust you before they will buy from you.   But what does “trust you” really mean? It’s simple really.  Prospects need to know they can depend on you and your company to do exactly what you tell them you will do.  It’s nothing more than that.  When they believe you will fulfill your commitments, you have created the trust needed for them to buy.  If you over- promise and under-deliver however, you may lose the opportunity forever. (more…)

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I am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behaviour or skill for a minimum of 21 days.  Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for losing weight or making other changes in your personal life or your career.  Not true! (more…)

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Order-takers are mainly helping the customer to buy goods they want. Customer needs them to finalize a purchase; they need someone to clarify a few details about the product, or to learn from the order-taker about the support or delivery, terms of payment, warranties, etc.

Sales professional on the other side is creating a specialized situation which forces customers to think about the consequences of not buying the offered solution – of not making the move to improve their position on the market.

Are you an order-taker or a real sales professional?

Alen Majer

www.AlenMajer.com

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