21/07/2015 - 13:46

Are you bringing your best?

21/07/2015 - 13:46

Bookmark

Save articles for future reference.

There is no single ‘best’ way to make a sale; it’s a culmination of your best performance across the board.

Are you bringing your best?
KNOWN QUANTITY: A reputation as a valued resource is the key to getting through to the decision makers. Photo: iStockphoto

There is no single ‘best’ way to make a sale; it’s a culmination of your best performance across the board. 

I’m often asked what I consider to be the best way to make a sale.

When I’m asked this question (all the time), what the salesperson’s really asking is, ‘What’s the easiest way to make a sale?’

Easy answer: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.

Real answer: There is no easiest way to make a sale.

And, just like there is no easiest way to make a sale, there is no best way to make a sale; but there are several elements that contain the word ‘best’ that you must self-evaluate in order to discover why the sales takes place, or why not.

Key point of understanding: Selling is not manipulating. Selling is harmonising.

Here are the best ways to make a sale.

• The best way to make a sale is to have your reputation precede you by word of mouth from your Google ranking, and from your business social media presence.

• The best way to make a sale is to be known as a valued resource before you start.

• The best way to make a sale is to be friendly before you start.

• The best way to make a sale is to meet with the CEO or actual decision maker.

• The best way to make a sale is not to be ‘salesy’, or cocky, or condescending.

• The best way to make a sale is to find some common ground before you start the selling process.

• The best way to make a sale is to ask intelligent, emotionally engaging questions that draw out both needs and buying motives.

• The best way to make a sale is to walk into the meeting with two ideas in favour of the customer.

• The best way to make a sale is to have done pre-call preparation in terms of the customer.

• The best way to make a sale is to convey value rather than features and benefits. I know how it works and what it does. Tell me how I win.

• The best way to make a sale is to focus on how they profit and produce.

• The best way to make a sale is to focus on outcomes and ownership.

• The best way to make a sale is to relax throughout the entire sales conversation.

• The best way to make a sale is to respond in a heartbeat.

• The best way to make a sale is to make yourself available when a customer needs you.

• The best way to make a sale is to support and prove all your claims with video testimonials from existing customers who love you and are loyal to you.

• The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward, after you are certain you have removed all risks and removed all barriers from your prospect’s buying process.

• The best way to make a sale is to have multiple relationships at different levels and departments within the same company.

• The best way to make a sale is to earn the status of trusted adviser.

• The best way to make a sale is to create the atmosphere where the customer wants to buy.

• The best way to make a sale is to make the passion of your belief transferrable.

And there are questions you must ask yourself that enable the list of the best ways to make a sale.

• Am I always achieving my personal best?

• Am I always preparing my best for every sales call?

• Is my attitude set on positive, and positive outcome?

• Is my belief in product, company, and self always at the highest level?

• Do I believe in my heart that the customer is better off having purchased from me?

• Am I always doing my best for every customer, every time?

As a customer, I do not need a salesman. I need greater productivity, an idea that helps me grow, improved morale, a profit provider, and a trusted advisor.

Is that you?

 

Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.

© 2015 All rights reserved. Don’t reproduce this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 


STANDING BY BUSINESS. TRUSTED BY BUSINESS.

Subscription Options