1. Who Else Will Be Involved?
Knowing who else in an organization will influence the purchase helps you to formulate and implement your optimum sales approach. You can simply ask for this information: "Tell me, is there anyone else who will be involved in the final purchase decision?" When you get this information, it is helpful to draw up, and update your own organizational chart of the prospect's company after each call. In each person's box, fill in little tidbits of info about them. Then, by referring to the chart before each call, you are able to put yourself in the prospect's environment, and comprehend who else needs to be sold, and what needs to take place before you can win the deal.
2. Not Selling Will Help You Sell
On a regular basis, place some non-sales calls. Pick a few customers, and call them up just to chat. Let them know that the purpose of the call is to get their input about what you and your company can do for them. Ask them what they like about your company and products/services,
as this can be a good source of testimonials for you, and give you some ideas on benefits you may not have thought of before. Also find out what they would change about your service. If they have a problem, this call provides an outlet for them to voice it. Further, the good-will you establish is well worth the short time invested.
3. Look at their Ads
Do you sell to growing companies? A reader who markets in his local area works from the current, and previous year's Yellow Pages. He compares the ads in the same listing, and singles out the companies whose ads have enlarged. He compliments them on their growth, for which they are appreciative.
4. Place that Next Call
After the tenth "no" in a row, we all know the potential is there to get discouraged. Don't do it. The fact that you heard one, ten, or 100 "no's" has absolutely no relationship to the call you are about
to place....unless you allow it to. If you place the next call with the attitude that "this list stinks. This person won't buy," you'll certainly fulfill your own prophecy. However, by learning from each roadblock, and then moving on with positive expectations, you'll inflate your chance for success.