Tips to align yourself and your presentation with the client and their needs.

I am frequented by many sales persons and therefore I get to see the differences between a good sales person and a great sales person.

This blog will focus on how to approach your prospects and align your self with not only them but also their needs. I will discuss “practical” techniques on strategic client alignment. Through out this blog I plan to use prospect and client interchangeably.

Let’s start with the don’ts. The best advice I can give you is do not approach the prospect and start to ramble on about your product and/or service. Also, do not appear to listen; but actually listen to their needs. -And whatever you do, do not force the product on the prospect. This will leave a bad feeling with them and will guarantee no repeat business or referrals.

Now, let’s focus on the do’s.

Always be cheerful, greet your client with a smile. Look sharp, and where permissible have a firm yet comfortable handshake. If you are wearing a jacket, make sure you open the button when you are making your presentation and NEVER cross your arms during the presentation.

Do establish a repertoire with the prospect. This means take a few minutes to ask them about their day, talk about anything EXCEPT politics and religion (unless you are selling in that industry of course).

Conduct a needs analysis by asking them their pain points. Repeat their concerns to them so that both of you are on the same page. Expose other areas of improvement, but do not be critical. Make sure you address this matter as objectively as possible.

Empathize with the prospect, but do not side with their problems. Acknowledge the problems and offer sincere empathy.

If you feel that your product/service will satisfy their need, and then offer solutions to their pain points. For each of their issues, specifically address how the product or service will provide the solution. Do not move to the next point till the prospect has agreed or understood the solution that the product/service offers.

You will notice that with such an approach you will create a value for your product. When the value is established and the “need” turns into a “want”, price is not an obstacle.

Till next time….

Sal
http://www.salmankkhan.com

Planning for the Year End

As the year comes to an end, this is the time to set aside some time and review what has happened. You need to do this to not only ensure that you are on the right track but also to plan what you can get done (that you have not thought about) by the year’s end.

This is a time to do some business financial housekeeping. Tie up some lose ends etc. For those who pay taxes in April, make an appointment with your CPA to review what you are expecting to earn this year. Discuss tax strategies that will help your individual case.

Write down a list of client and prospects that you need to chat with before the year is up. Review goals and any training with your employees.