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Sandler Training | United Kingdom
 

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Customer Relationships

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy.

(Your competitors are still calling on your client even though you are not).

A prospect has agreed to meet with you and indicated they are genuinely interested in your product or service. You arrive at the meeting and spend 40 minutes with the prospect sharing how your product can solve their problems, which they've just shared with you. They are very impressed with you and all the features and benefits that you've shared... They're happy with the delivery timelines, the after sales service that will be provided and once you send the proposal with the price they're sure they can get the rest of the committee to agree to move forward

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me.

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.

If you're like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That's only natural. But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. To avoid this problem, you need to remember that expertise can be intimidating. It can turn people off