Mandrien Consulting Group secret to making good sales

The secret to making good sales ... is to stop selling .

Instead of pushing a transaction , sellers should ask questions , make statements and suggest value propositions that help customers realize they have a need to fill , says Rusty solomon , ceo of mandrien Consulting group .

" Vendors who tirelessly repeat the same spiel to all potential customers are overwhelmed ," says Rusty solomon, who gives sales representatives new tricks to achieve better sales.

1 . Think like a consultant

The best sellers are trusted advisors . " Nobody likes to be trying to sell him something, but everyone likes to buy ," says Robertson . In the process of purchase decision, most people initially unaware that they have a need or are simply not interested in what you have to offer . It is therefore not the time to try to get an order. Instead, ask questions to uncover needs that you might meet .

2 . Listen actively and bring added value

The vendors who are successful sincerely seek to be useful. Listen carefully to the potential customer and offer him solutions that meet the needs expressed. " So you amènerez to take himself the decision to buy ," says Nigel Robertson .

A seller who does not demonstrate a thorough understanding of the needs of a potential client or do not fully understand the solutions offered by his own company will quickly lose credibility.

3 . Negotiate with the key person

Search for potential customers who are authorized to place orders.

4 . Be disciplined

Keep an updated list of potential customers containing information on each - their needs, their level of interest in your offer , the date of your last conversation and future steps proposed. Sort prospective clients on potential : excellent, medium or low. This will help you adapt your strategy and to effectively track .

5. Hire methodically potential customers.

Achieving sales goals requires a structured and methodical approach. You should always recruit enough potential customers on a weekly basis . You or your sales team should have precise information on the number of potential customers at all times must contain your sales funnel targets.

6 . Manage your time wisely

" Eliminate weeds. " Identify potential customers tracks that never lead and channel your energy elsewhere .

7 . Be prepared to answer objections

You should be able to refute them on the spot . Think ahead to the strengths and weaknesses of your offer and the reluctance that a potential customer might have.

8 . Always prepare the next step

Whenever you call or meet a potential client , try to "fix a concrete next step ." If you do not complete the sale at that time , ask to review the potential customer to continue the discussion. This is what Mr. Robertson called a " pre- test ", which gives an idea of ??the seriousness of the potential customer. "You can learn, and if it is worth going further , or if you are wasting your time and energy. "

9 . Ask for recommendations from customers

The recommendations of satisfied customers enhance your credibility and show potential customers that you are trustworthy. They shorten the sales cycle and increase your chances of closing a deal.