Peady’s Selling Engagement sponsored by IRD Prospector
You are probably thinking what do the Rio Athlete’s Village and selling have to do with each other??
Here’s the connection. When the Australian Olympic team arrived in Rio last week the buildings allocated to them weren’t ready for occupation – wiring, plumbing and other major incomplete work was discovered. Until they were fixed the team couldn’t move in.
And selling?
This situation reminded me of some salespeople who push too early and believe the sale is complete fully expecting the client to “move in”. Suddenly there’s a problem.
Maybe it’s the product, price, timing, credit terms or creative. The client isn’t happy and the sale stalls.
Complete the village
Remember, business people are often overwhelmed these days with too much to do and too little time. Additionally, as a result of past experiences, they are sceptical, suspicious and distrustful of salespeople.
The best way to “build and complete the village” is by creating trust and rapport. The best way to do this is to ask questions focused on the customer and then to listen very carefully throughout the conversation. Truth is many salespeople talk themselves out of sales every single day but very few listen themselves out of a sale.
Moving in too early
If you fail to establish a high enough level of likability, trust, and credibility, discuss your product or service or introduce price before you have “completed the village” you’ll face the same problem that occurred in Rio. Resistance.
The potential customer will tune out and will lose all interest in doing business with you.
Plan ahead
How many new customers will you meet this week? What’s your plan or strategy? How will you conduct the conversation? Will you ensure the sale is built on the right foundations?
Olympic great Mark Spitz said: “If you fail to prepare, you’re prepared to fail”
Go for gold!!
About the author
Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]
