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Enigin Sales Advice - Getting to “Yes” I

Here at Enigin we look at many sales techniques and strategy - often involving to getting to a “Yes” from the client.

We try to implement the better ideas at Enigin in training our Enigin Distributors to improve their sales.

Here is a way to create a path to “Yes!” - here are the first four, with five more to follow in the next post:

1. Do some research and understand the target company, especially how and why your product or solution can help.
2. Next, make a short 30 second commercial based on your findings that can quickly and succinctly say what you do, create a reason for listening, relate pertinent issues, benefits and problems solved and let you ask if its something that the prospect needs or would adopt.
3. Next find and define who would be right to hear that commercial at the highest level of responsibility and authority, relate to it and give you a true assessment of need/value on the spot. Note: that’s usually not the CEO because the CEO is not focused on running their divisions or departments. Other folks are and can relate to what you have because of that fact.
4. Make the phone call to that person and use the 30 second commercial. After the commercial, ask for and qualify the possibility of need or value for what you have explained from the person you are speaking with. Ask it this way “Is this an idea that can benefit you and your company.” (While this is a “yes or no” question, its what you must know at this stage.)

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