Thoughtful Thursdays - Please like me

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale - It may just take longer.

Things That Can Lengthen Your Sales Cycle - Fear of rejection

We have come to the last point on the list of things that can lengthen your sales cycle and it brings us full circle to the first posting in this series, Fear of cold calling, where I touched briefly on the fear of rejection.

If fear of rejection is holding one back from initiating the sales cycle with a prospect, the sale may never be made.

It is easy to say not to take an objection personally, but one must accept it. Fear of rejection is a common barrier for people who are new to the job of sales. It is unrealistic to have the expectation that everyone you talk to will buy from you.

One way to help mitigate this fear is to prepare for your calls in advance. Set reasonable objectives for each call you plan to make. Know the reason you are calling and practice your approach with a colleague.

Don't let yourself get in the way of doing what you need to do by making up negative answers to justify why you do not have to make the call. Here are the most common excuses I have heard:

• I didn't want to bother them
• They probably won't be in anyway
• They won't be interested

The bottom line: If you do not make the calls, you can not expect to make the sales.

Instead of excuses, have reasons to make the call.

• Know your value proposition
• Be passionate about your product/service
• Stop 'selling' and start helping

Good selling,
Richard

Thoughtful Thursdays - Most people are not mind readers

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. It might just take longer.

Things That Can Lengthen Your Sales Cycle - Failing to ask for referrals

Asking for referrals may not directly shorten your sales cycle, but is sure can help to close sales faster and accelerate the achievement of your sales forecasts.

It is clear that as your prospect list grows, so will the number of customers you have. It makes business sense to take advantage of every opportunity you have to grow your prospect database. Is there any better starting point to ask for help than your current happy customers?

When you are networking, you make a point of telling the people you meet what you are looking for; you do this because you can not assume they will know intuitively. To a great degree the same is true when seeking referrals. Do not assume that your customers will make the referrals. Many businesses have developed programs to encourage customers to make referrals. Just last week I received a business thank you card in the mail and the final sentence concluded with ...and of course any referrals would be greatly appreciated.

Most people like to help and will, if you ask politely.

Good selling,
Richard

Expanding your professional network to help your business grow

Click here to view the latest TD Canada Trust webinar: Expanding your professional network to help your business grow. The featured guest is Sheryll Reid, Business Advisor at Toronto Business Development Centre.

Thoughtful Thursdays - "Thank you for seeing me today."

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale - It may just take longer.

Things That Can Lengthen Your Sales Cycle - Making a poor first impression.

Some of the previous posts in this series make reference to the thought for today and can affect that all important first impression:

Not believing in the product/service you are selling
Inadequate research
Not Listening




If one uses the 'shoe on the other foot model', think about situations where you have been turned off by less than positive first impressions and list the behaviours or circumstances that can leave you with thinking that way.

Also think about how much time it may take for that bad first impression to be turned around.

Often it is what one takes for granted that can end up being the biggest obstacle to overcome. The lesson here is not to take anything for granted.

Lets start a list of what to keep in mind with the goal of making a good first impression.

• Be yourself and only yourself
• Arrive early
• Check yourself the mirror before you leave home - everything clean and tidy?
• No chewing gum
• Prepare for your meeting in advance
• LISTEN
• Be happy
• Pen and notebook
• Know the name of the person/people you are meeting
• Have appropriate brochures/technical data/portfolio
• A firm handshake

My father always told me to make sure my shoes were clean and polished, that came from his days in the army. It's odd how some things stick in your mind.

Good selling,
Richard

Thoughtful Thursdays - It was a pleasure to meet you.

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. - It may just take longer.

Things That Can Lengthen Your Sales Cycle - Not developing the supplier/customer relationship - TRUST

Customer service begins from the second you meet your prospect, long before they are a customer. Perhaps even before you come to the realization they are even a prospect.

As it has been said before, the first sale you make to your customer is you, not your product or service. Set the bar early and set it high. Take the time to get to know them and develop the relationship that will lead to the business you are going after. Your approach is key to closing the sale faster.

Use your own experiences to guide you. Think about why you decided on a particular supplier of a product or service rather than a competitor. Why do you continue to give your business to certain businesses?

How will you make the purchase of your product or service an outstanding experience for your customer?

A few words that come to mind are integrity, meeting commitments, helpful - I am sure you can add to the list. If your customers associate you with these words you can be sure that a good relationship is developing and the resulting trust will shorten your sales cycle.

Good selling,
Richard

Thoughtful Thursdays - "Trust me, I will increase your sales"

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. - It may just take longer.

Things That Can Lengthen Your Sales Cycle – Hiring the wrong sales agents.

While there is no guarantee that any sales agent you engage will work out, there are factors you want to think about before making your choice. Today's thoughts consider some of those factors. I won't get into the details of compensation, let's assume that the package is acceptable. I will also assume that you have done the arithmetic and it makes sense to have an agent representing your business.

A good sales agent like a good customer represents great lifetime value to your business. When you find them, treat then like gold and keep them.

• Is the prospective agent currently calling on any of your customers?
• Have you checked references?
• How long has the agent been in the industry?
• Are they a member of key industry associations?
• Do your customers know this agent?
• Does the agent represent products complementary to yours?
• Have you set sales expectations?
• Is he/she genuinely interested in your products?
• Does he/she share your values?
• Does your product represent a good opportunity to the prospective agent?
• Are you comfortable with him/her?
• Do you get the sense he/she considers the topics on the Things That Can Lengthen Your Sales Cycle list important?

As mentioned at the beginning of this post, there can be no guarantees, only steps you can take to help you make the best decision.

What I did not cover is the natural tendency for everyone to sell what is easiest. Remember that you are competing for your agent's time that is spent on other product lines. Just as you facilitate your customers' buying processes, you must also make it easy for your agent to sell your products. Be prepared to spend time with your agents, supporting their needs and listening to what they have to say, keeping in mind the value that a good agent will bring to your business over the long term life of the relationship.

Good selling,
Richard

Thoughtful Thursdays - I know that I can help you

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. - It may just take longer.

Things That Can Lengthen Your Sales Cycle - Not believing in the product/service you are selling.

An almost sure way to lengthen a sales cycle is to come across to your prospect as not really believing in the product and/or service you are offering. A lack of confidence is not an uncommon characteristic for one who does not have a lot of experience selling. Some may say it is normal to feel this way. Whatever the reason, the cause for the barrier to sales must identified and overcome. After all, how can you expect your prospect to have confidence in your proposed solutions, if you appear not to.

If you truly feel your product/service is not the appropriate solution, then tell your customer up front and make the appropriate recommendation. Perhaps you can refer them to another supplier. Although you may not get the business this time, you will earn the respect of the customer and may position yourself as the supplier of choice when the next opportunity comes up.

Remember that it is about helping. Of course you want to have the business, but there will be instances when you will have to walk away. It is far better to walk away rather than offer a solution you may not believe in.

Putting yourself in the shoes of your customer, how would you feel about it? Would you want to continue to do business with someone who sold you a solution that might not be the best alternative, or the one who kept your best interests in mind?

If you generally are lacking confidence in the product/service offering, you may need to look at how you are positioning it and re-target it to a more appropriate audience.

I will repeat; if you do not believe, how can you reasonably expect to interest your prospect?

Good selling,

Richard