In the last week I have spent time with a large sales force in understanding their current sales skills, finding out what they do well and what needs to be improved upon.
One salesman was insistent that he was a top negotiator and always brought the deals in. I spoke to his Sales Director and found that although he was bringing in the sales he was selling at a low margin. He had to sell three times as many orders as the real top salespeople. On top of that he was working longer days than everyone else.
After another interview with the salesman and a few questions on some of his orders I discovered that whenever the prospect challenged him on price he dropped his pants and agreed to a low price.
He was selling on price – the client’s price at that!
In any sale you must find out the prospects real need or you will sell on price!
Here is one question that will drive out the prospects need and help you put together a sale based on value.
Early in the qualification ask this question “Why don’t you do nothing? The clients answer will tell you the real reason he is in the market to buy your product or service.
Tags: Cold Calling, cold calls, prospecting, quotations, Sales, sales tips, sales training