Picture this. You have just came back from a great meeting with a potential client. They are excited to do something new and your business has the best product to make that happen. Both you and the client spent the entire meeting talking about all the potential and the amazing things that your product will bring to their organization. You quickly send out your proposal and just as quickly it’s declined. Wait? What happened? Chances are, while you did a great job selling the client, you failed to listen to what they actually needed. Here’s an often overlooked sales strategy that will help you close the deal every time.
The best sales strategy for the ever changing business climate, may simply be to stop selling. It’s important for businesses to take the time to get to know their potential clients. Start by asking a simple question: “How would you describe your end result?”. This may take customers by surprise. Some of them will quickly know where they are headed and others may stammer to put into words what exactly they are trying to achieve. Either way, they will eventually sit back and really think about where they are heading as an organization and how you can help them get there.
It’s all too easy to get caught up in the novelty of a new system or new product and the multitude of things it can do for an organization. Simply thinking about what aspects of that the organization needs, will allow sales professionals and clients to come together with an end result that meets all the client’s expectations. Your competitors will still be desperately trying to sell an unneeded 150k software upgrade, while you may have just landed an 80k deal with a loyal client who will bring you future business for years to come.
Sales strategy has changed over the years as potential clients most often come into sales discussions well informed and ready to buy, rather than be sold. If sales professionals focus on helping the client meet their needs, rather than trying to sell unneeded products and services, they will be unlikely to miss out on fantastic opportunities. Become an advocate for your client and build a relationship built upon trust and your organization will never need another sales strategy.
Duane Campbell is a Global Accounts Manager for Jaroop, a web application development company that develops business intelligence, social interaction and client services for businesses. Jaroop is also the creator of the cloud based sales proposal application ClientSky, an online platform for professional service firms to generate, send and track sales proposals online. Duane can be reached at 860-357-2060 ext 302 or email@example.com.