Vital Sales Tips to Help You Get Real and Help Clients Succeed™

Subscribe to our free weekly Sales Tips for Helping Clients Succeed™ and start learning the business development and consultative sales skills we teach. Each week you'll receive vital tips for getting real and improving the way you help clients succeed. These tips are based on the book, Let's Get Real or Let's Not Play- Transforming the Buyer/Seller Relationship.

Here’s a sample of the topics you’ll receive:

• Intent Counts More Than Technique— Is your agenda about helping clients make their numbers—or about you making your numbers? Learn how to check your agenda—and your ego—at the door.
• Questioning and Listening Are Two Sides of the Same Coin— If you aren’t asking effective questions, you won’t have anything meaningful to listen to. If you aren’t listening, you won’t be able to ask effective questions. When exploring a business opportunity, world-class salespeople spend 70 percent listening and 30 percent talking and asking questions—where are you at?
• Move Off the Solution— Sellers and buyers both jump to solutions much too quickly without a thorough investigation into the real issues, needs, or possibilities. Do you start conversations with solution-talk or investigation-talk?
• Structure the Conversation— Sales often starts with a sales pitch or one-sided monologue. How can you avoid the monologue and get real dialogue going with your client? Structuring your conversation provides a path for honest, open, meaningful dialogue.
• Three Responses to Questions About Money— You need to find out if the amount the client is willing to invest in a solution is in the same range as that which you believe it will cost. Wouldn’t you rather know you’re in the same ballpark early in the sales process rather than later, when you've already put valuable resources toward a proposal that presents a price that might either kill the deal or stall the decision?
• Proposals Don’t Sell, People Do— Never present in writing what you could present in person. Why go through all the effort to talk extensively to several people and then relegate your findings to paper? If you are counting on a written document to do your advocacy for you, you’re hurting your opportunity to enable informed, thorough decisions—and your client’s success and your own success depend on this.
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