Enigin Sales Advice - Getting to “Yes” II

December 10th, 2011 posted by enigin
Add comments

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 final five of nine tactics to use:

  1. If the answer is “no” skip to Step 6. If the answer is “yes,” start a brief discussion about how, why, reason, problems solved, impact, etc. This creates a link between you and the person that you have called for the sales process to begin that, if pursued properly, you have the basis of selling value/ROI and not cost and you know it has possibilities to yield a sale based on those criterion. Skip to step 7.
  2. If no, or you get a weak maybe, stop selling, say thanks and move on to the next prospect. Don’t waste sales time on this one. Say: “Thanks for your time and your honesty. I can see that our solution isn’t applicable to you.” Then ask “Do you know of a colleague that could use my solution.” You might get a great prospect to call or even an introduction. If so, go back to Step 1 and start over.
  3. Ask about the process for moving forward. Find out who else needs to be involved. Ask: “If we do have a worthwhile solution for you, who along with you would need to be involved in evaluating, adopting and purchasing.” Since your idea or solution has already been acknowledged as worthwhile by the prospect. using this question also lets you ask them for help in moving forward. IMPORTANT: Don’t ask: “Who is the decision maker?” That’s an insulting question because it says to your suspect that you consider him or her a peon.
  4. After you have found out that they may want to buy your offering, state a rough cost right then to your suspect for the solution and ask if there is a budget for implementing the concept if it’s a worthwhile idea. Don’t even think of continuing the sales process without knowing the answer to this question. It tells you if you can proceed with your idea and also lets you ask and understand the company’s usual process for evaluating and ultimately purchasing your idea is.
  5. Up the next step, which will probably involve meeting (in person or on the phone) with other individuals involved in the decision or purchasing process.

Comments are closed!