Dictionary.com defines Supercharge this way: to charge with an abundant or excessive amount, as of energy, emotion, or tension. When you supercharge an engine you supply it with extra oxygen or fuel. The tips in this two part series are designed to help supercharge your sales career. You already have the sales engine, now supercharge it.
1. Customers want you to succeed and stay around.
Buying decisions are tough and once they are made, people don’t want to make them again. That’s why customers want you to succeed and the best way to do that is to keep your promises.
Customers wait patiently to see if you really stick to your word or were just trying to bag another deal. They observe and monitor your behaviors, actions, follow through and communication consistency. They may not do this consciously but nonetheless, they do it.
After-sales service is the key to keeping sales closed and keeping customers satisfied and buying again. It can often be a subtle test to see if you can really deliver. Simply doing what you say you will supercharges your existing relationships.
2. People buy when they are ready to buy not when you are ready to sell.
Customers buy when their tension is high not when you want them to buy, all the closing techniques in the world won’t work if the client does not have enough tension to buy.
You don’t change people’s buying habits overnight. People buy when something increases their tension about the product or service. Finding their tension helps you super charge the selling process.
3. Price does not supercharge the sale, value does.
Buyers say they need your best price, what they really want is the best solution to solve their problem at a reasonable price. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays if they purchase late, can’t get the product on time, or can’t locate the vendor after the sale.
4. Your client does not want a pitch, they want a tailored presentation.
The first thing a tailor needs to make a suit is your measurements. You can order the best fabric in the world bur without knowing you size, the tailor is helpless.
A sales call is exactly the same as tailoring a suit; because the first thing you need to know is the proper information. The best way to get information is by actively listening. If you listen more than you talk, it actually saves time. Listening shows the client you are interested and want to help. Once the prospect knows you are interested in their situation, they are willing to open up.
After you know what is important to the client, you can provide a ‘tailored’ presentation.
5. If two people want to do business together they won’t let the details get in the way. If two people don’t want to do business together they will let any detail will get in the way.
Some clients actually know when they are making a commitment to buy that they have no intention of following through. Why? Maybe they are just subtly telling you they are not a prospect for you. Maybe they have an inflated view of their authority or power within their own organization. And maybe, they think they are telling a little white lie because they can’t say ‘no’. Who knows? If two people want to do business together they won’t let any details get in the way. If prospects don’t want to do business with you, they will let even the slightest detail get in the way. We are talking here about intent. Supercharged salesmen know how to identify the prospect’s real intent or their purpose. They are not easily misled and will probe deeper when they feel they are not getting the truth or are getting the run around.
6. Invest in your own Success.
Invest in what you need to get better. If you are afraid to speak in public join Toastmasters. If are afraid to go after the big clients, find someone who isn’t and ask for help. Spend just 15 minutes a day on the internet researching where you need to improve and do it. There are thousands of books, DVD’s and downloads for your iPod. Don’t wait for your company to train you - invest in your own success!
If you want to invest in your sales’ success, go to part 2 for the other ways to supercharge your career.
