Thoughtful Thursdays – Ask first before you recommend
Today’s thought is about a way to keep your sales cycle from needlessly extending itself.
I see it happen time and time again with those new to sales. While it is not generally a deal breaker, it will most certainly lengthen the sales cycle.
When a prospect is identified, sales training kicks in and the sales person starts talking about unique selling propostions and value propositions to establish the value of the products and/or services they are offering. While these are excellent points to discuss, they are out of order in the sales process. It is like putting the cart before the horse.
Remember that the prospect would not be a prospect if they were not interested in what you are offering.
The next step in the sales process is to determine why the prospect is interested and what benefits they fell will be realized by dealing with you. It is about establishing a relationship, not making recommendations. It is about asking the questions that will reveal the prospect’s needs and motivations to purchase from you.
Jumping to solutions without first clearly understanding the problem is a sure way to lengthen your sales cycle.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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