Sales Chat, Stories, Shared Ideas. This is Your Page - Go For It!

Jeff

Bait and... More Bait Posted 5:43 PM on 07/02/08 -  Reply to this post

Guys, I need some HELP! I keep running into a situation I don't know how to overcome and I'm hoping you've got the Sales Answers I need. I often meet with a prospect who is getting poor pricing or poor service from their current provider, largely because the current provider has gotten complacent. If I'm able to somehow reveal to them the seriousness of the problem, they usually call the current provider. The current provider fixes the service problems and price problems, at least temporarily, and I don't get the sale. I feel like I'm just being used as bait to get the incumbent off of cruise control. What can I do to put a stop to it?

David Kidder

Bait and more bait... Posted 9:56 PM on 07/07/08 - Reply to this post

Ask the client up front once you have identified that he has a problem, but before he realizes it the following quesitons: 1) I think I can improve your current situation. 2) I think I can improve your current pricing situation. 3) I am not here for my health, I am here to sale you my product...4) You "Mr. Client are not here for any other reason than to see if you can get something better than what you are already getting. 5) If I can deliver on my promise of better price and or better service will you agree to deal with me immediately? If he says "Yes and then still goes back to his current vendor, then you really dont want to deal with him. Brush your shoes off and move on. 9 times out of 10 though he will live by his word...but ask for the order first...then close

brad

bait Posted 2:18 PM on 07/17/08 - Reply to this post

David is on the mark!! So many times as Sales reps we tend to just not ask for the business. We go through the motions and all we care about is the the money end of the sale. The one thing I express to the customer is not only will I save you money the service you receive from me will out weigh anything your current vendor will do.

rich

bait and more bait Posted 8:20 PM on 07/22/08 - Reply to this post

Do your bit about is it in your best interest to compromise on service, service after the sale. Would you agree, give me a chance. Quite frankly I am here to help you become more profitable and give you the service you have been missing. You need to sell yourself more then the product your giving them. Separate yourself from whoever they are using now. You are providing the solution. You know the solution works. Try a new approach, it has to be some vibe your giving off.

rich

bait and more bait Posted 7:13 PM on 08/09/08 - Reply to this post

Clients do not like leaving a nice relationship. It may take more meetings in order to convince them the new relationship will be better for them. A one time best price offer from the magical sales person is not enough convincing. Keep going back until you are able to convince persuade the client to give you a try. I would even pick up the phone and ask is there anything I can assist you, include any technology advice on your products. Trust or value has to be built in order for them to jump ship. Some of the other suggestions are okay, get rid of the if I deliver. if is a huge negative meaning you might not be able to deliver. Change that if to when I deliver.

gp00052

Follow Up Posted 10:49 AM on 07/02/08 -  Reply to this post

I have just started selling home renovations. I'm looking for a good follow up system that I can use for my customers after the orginal sale has been made. I want to stay in touch so that the next time they need work done, or someone across from their table tells them they need to have work done they think of me. Any ideas would be greatly appreciated.

Dick Ronding

referalls Posted 2:18 PM on 07/15/08 - Reply to this post

One of the things that I have been doing is sending an un-expected card after the sale. Being in the home renovation business myself, I know that it can be trying for the customer while the work goes on. I have found a service that takes about 5 minutes to do, and they send print it, stuff it in an envelope, and stick a stamp on it and mail it. All at my cost of $1.06. They have over 5,000 cards to select from, and it can even be printed in your handwriting. It is really awesome. I use it after I give a presentation, thanking them for the oppurtunity. Relationship marketing is a no fail way to build a business. Go to www.motivationalcards.biz and take a look. I think yoiu will be impressed and it will definately put your name out there.

dgouge03

Follow Up Posted 10:09 AM on 07/17/08 - Reply to this post

gp00052, So many companies, not just construction, focus on the sale and doing the project. The time to shine and seperate yourself from your competion, is by following up, and taking care of any issues immediately. This is where most companies drop the ball. They just want to get their money, and go on to the next project. Build a reputation as the guy who is there after the project, take care of any issues, and communicate, communicate, communicate. I promise, you will build customers for life. Darren

merle

quality first Posted 8:15 PM on 06/04/09 - Reply to this post

Dear follow up; Good renovations start with good quality products... I have used and seen some totally amazing products that outperform anything you buy at a hardware store, with the benefit of being able to buy it wholesale (and selling retail) You may have guessed I am a rep of this company... I was a hard sell... the worst skeptic you could find but am I ever sold now that I started using their products!email merle.otto@conklinibo.com

Kevin Garnier

Sales Engineers Posted 10:57 AM on 06/30/08 -  Reply to this post

I read a lot of these websites and books and All of them pertain to Sales, Sales People, Sales Management, etc. How of the often over-looked Sales Engineer? Sales quailifies, asks the right questions, pushes the sales cycle along, but then technical issues arise. Now what? Let's toss the SE into the fire to put it out and push the needle toward the PO. What processes do you have in place to work with these unique people? How is strategy discussed? What reporting do you expect from them? Understanding that the world revolves around Sales, so do spiffs, hoorays, and boos, highs and lows. But we, too, are part of the Sales Team and are often overlooked. Your thoughts?

Jeff

Sales Engineers Posted 5:52 PM on 07/02/08 - Reply to this post

I think the problem with Sales Engineers is two-fold. Firstly, the salesperson should be almost as technically qualified as a sales engineer. I think a non-technical "sales guy" kills credibility. The other problem is that the Sales Engineers are brought in AFTER the technical problems, so they're seen as the janitor instead of a team member. I'd get the sales engineer in early to meet the people involved and lend extra credibility to the salesperson's words if it were up to me.

Bryan

RE: Sales Engineers Posted 7:35 AM on 10/22/08 - Reply to this post

Jeff- I would disagree with the technically qualified sales guy. I feel that they should know about the product and be able to describe its benefits. However, Sales people tend to talk alot... If they have a bunch of technical information then they will confuse the buyer. The buyer only cares about if the product fits his/her needs. It doesn't matter that there is a widget on the machine that the sales person is telling them about that orders there lunch for them. When you buy a car are you wanting the salesperson to tell you what type of transistors are used in the ignition system?

ECL

Networking Posted 1:22 PM on 06/24/08 -  Reply to this post

I'm starting a new territory for a medical supply company and having a hard time getting appointments. The networking events I've gone to don't really fit my industry because I sell to a specific group of people (hospitals/surgery centers). Anyone have ideas on how to get in front of decision makers at healthcare facilities and create value besides using my product? Jeffrey always says to create value by giving the prospect leads/referrals that can help them, but I'm having trouble applying that to my industry.

Jos Willard

Some thoughts about Networking Posted 11:18 AM on 07/01/08 - Reply to this post

Spend some time "branding yourself." Find out what periodicals those decision makers read, and then get published in them. Write articles about how to compare certain types of supplies, for example, or a column on "the latest in medical technology." Don't be specifically hyping your own stuff, instead cover the generic decision-making cycle. Help your audience figure out what's important to their hospital or surgery centre. Once they know you as the expert, they're far more likely to take your call (or call you! - make sure your contact info is in the column), and likely to trust the products you suggest (You ARE suggesting good products that fill their needs - right?). Branding is a slower process though. To help with your networking, do some research on who the "movers and shakers" are in your area's target market. Find out what the associations and clubs are, and who's running them. Then get in front of THOSE people, and ask how you can help with their next convention/meeting/etc. SERVE SERVE SERVE. Don't ask for referrals right away, just be there to help out, and create name/face recognition amongst the people that those you're trying to sell to trust. Get their cards (don't worry about yours unless they ask for it). Then FOLLOW UP! After an event that you helped out with, call back. Ask how they thought it went, ask if what you provided as help was of value to them, then ask how you can help again. They then start thinking of you as a resource. When they need help, or a question answered, they're used to going to you. When the people they talk to (your target market) go to them for help, they're likely to pass your name along. Also: Don't know how to give someone a referral? ASK THEM! Early in the relationship, (but not immediately), ask "How would I recognize a good prospect for your business?" No one does that, so it sticks out - which can be good or bad, depending on you.

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