The answers to winning that sale

winning-that-saleLanding a crucial sale can involve different techniques.

When the target business requests a proposal from you the doors are open. They want to hear more about what you are capable of delivering. You must remember your company is most likely not the only one that the potential buyer has requested a proposal from, so therefore you must not fall into the trap of automatically believing that you hold the key to solving their problem.

Now that the doors have opened, you must walk in. You must watch, listen to and study the opportunity that has arisen. The foundation has been set in your product or service, now it must be altered and presented to the potential client in a way that benefits and reaches out to their needs. Being capable of offering a solution to these needs will prove to be vital.

The Answers

There are two key questions that you need to ask yourself before successfully landing that potential sale.

What has raised the interest of the potential buyer?
When a business wants to achieve specific goals, obstacles may occur. There may be something that they need or need to improve or maybe even something that they need to avoid in order to reach this goal.

When these needs arise, you must enable them to reach their goals! If there is no answer to the problem there is no sale.

Why is your product or service unique?

You must ask yourself what can you provide that will be better than the competition and how
do you go about doing this. When influencing the buyer you must:

  • Make sure the benefit you’re providing is not just perceived as a benefit to you but much more importantly a benefit to the customer. After all ‘beauty is in the eye of the beholder’.
  •  Decide if the solution you’re providing will impact on them in any major way and understand it’s effect, either negative or positive.

If you have a good solution you could save time, money and many other things. The most important thing to remember – You must dedicate your time and effort to adding value to the buyer’s company.

Building a trustworthy and loyal relationship with the potential client is important. If you can somehow prove you’re trustworthy through the value of what you bring to your clients company, then the loyalty will follow. Trust is the best platform to help build co-operation between yourself and your potential customer, it also reduces the chances of the relationship being broken.

Stay true to your prospect and in return they will stay true to you.

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David Doyle

David has spent 30 years in sales successfully building business from zero to acquisition. Having studied Electronics and Computer Science at DIT and Enterprise Ireland's Export Sales Development Programme, he has spent most of his time in selling technology. He is founder and Managing Director of B2B Sell and leads a small team of experienced business and technology trained sales professionals.

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