Topic: Sales skills
1) What are some tips when prospecting for new business?
Time is money for every small business owner and one of the biggest pitfalls is made by not narrowing the prospecting focus from the beginning. The result can be undue frustration and a cost of time and money that is simply not available. Invest time to analyze the market and identify 1) exactly who the ideal customer is and 2) where to find them will save you in the end. You will find yourself having more valuable meetings and achieving a higher conversion rate.
2) What should be the main focus when pitching a sales idea to a client?
The main focus during any sales presentation is to know that the presentation is for them, not for you. Going in with a plan and structure is key but it is easy to get overly focussed on what has been prepared and believing that’s all the customer wants to see. I am a firm believer in engaging clients and creating an interactive forum when appropriate. Clients will tell you all that you need to know and more if you simply pay attention to what is being said, how it’s being said and where their attention is drawn.
3) What are the key points when handling client objections?
Objections are part of the sales game and are actually a good thing; if clients don’t have the intent to purchase, they simply say No. The fact that they’ve raised an issue means they are interested enough to want to know more. The keys to effective management are to be prepared and to uncover why they are coming (and this is not always obvious.) Objections occur when the client is either not ready to buy, or because there is confusion on how your offering fits their needs, sometimes both. Getting to the root of this by using open ended questions will reveal how best to address them. A readymade list of objections and effective responses, saves the client time, shows you are ready to work with them and reaffirms that you are an authority on the subject.
