Thanks for all your comments, suggestions and critique ! These help me with my writing and the topics that seem to be in vogue and demand…
Referrals as we all in Sales know is a great way to get a foot in the door and eliminate the first 3 -4 steps of a prospective sale.
BUT as young sales reps we have certainly done our fair bit of screwing up a referral sale and this piece is an attempt to help the newbies in their sale careers!!
I have identified 4 instances of how we can potentially screw up a referral sale and used these descriptions to teach young budding sales stars to be mindful of this intricate process..
- You provided a detailed quote without a quid pro quo. If you’re going to do any significant work for a client, you must be “paid” by some concession to you that leads towards closing the deal. You should have demanded to present to personally to the CEO — or something else that might have given you an inside track.
- You didn’t differentiate your firm or your offering. While you may consider yourself to be a “boutique” firm, you obviously didn’t convince the prospect of that, because you ended up in a discussion of price. If you actually were a boutique firm, you’d be charging the highest price, and the customer would be happy to pay it.
- You bid on a deal without local resources. Since web development tends to be something of a commodity product, one of the few differentiators available to a provider is the quality of the sales rep. You needed a warm, personable body working the customer personally, in order to stand a chance of competing.
- You didn’t take the hint that you lost the deal. If the prospect is consistently blowing you off, they aren’t going to buy. Period. You’re just fooling yourself if you think that you’re still going to get the deal. Any resources that you expend pursuing this deal further is wasted. It’s over; deal with it.
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This one had to come up one way or the other !!
Budgets are tight…contract negotiations are tighter still !!
My sales stars are sweating when their prospects retort at quotations saying ” you are pricing yourself out of the market!!”
So in order to address this very real problem, I decided to write about this..hope this helps scores of you out there facing the same dilemma and resistance from your buyer as my sales team is.
“it costs too much.” in todays times, you all would have heard it all too often !
This universal but ubiquitous objection is the bane of many a sale pro’s existence, so we are now going to destroy its power over you, forever. There are twelve classic “comebacks” that will not just neutralize the objection, but keep the sale cycle, going. Here they are:
Prospect: “It costs too much.”
Sales Pro: “No problem. Just out of curiosity…
- …when you say it costs too much, what do you mean?”
- …what has been your past experience with solutions like ours?”
- …how do you know that it costs too much?”
- …what do you know about us or our industry?”
- …what has been your past experience with companies like ours?”
- …what are some of your priorities around _________?”
- …what if our solutions weren’t really expensive at all?”
- …what if it turned out that we didn’t really cost as much as you thought?”
- …what if really could solve the problem of __________?”
- …what if we really could generate a measurable business value?”
- …what if we could help you create a competitive advantage?”
- …what if we could show you how our solution would actually save money?
Create you sales playbook with my blogs and empower yourself and your sales teams…would like to hear your stories if these ideas made a difference to your top line contributions and your bonus !!
You may also like to read this blog of mine https://ashishtandon.wordpress.com/2013/07/02/how-to-read-a-customers-mind/
and read all my blog only on https://ashishtandon.wordpress.com