https://completemarkets.com/Article/article-post/886/A-Sales-Strategy-That-Works/
... x No Thanks Loading.. A Sales Strategy That Works!8/21/2014 by John Graham This content has not been rated yet. Trying to get fish into the boat before catching them sounds crazy; it wouldn't make sense to experienced fishermen. Even so, it's the most common error that salespeople make and accounts, more than anything else, for lost orders and prospects who never become customers. That's what happens when you try to get the order before you have a customer. What salespeople are doing makes perfect sense to them. Unfortunately, it doesn't compute so well with their prospects and customers. Salespeople focus so intently on making the sale that they don't think about what's going on in the customer's head and what are they often say tells the story. They like to ... about "wrestling the big one," even though "the big one" often gets away. Here's the point: Getting the fish in the boat is the wrong analogy to use in sales, even though it sounds macho and even a bit romantic. The sales task is totally different. The job is to create an environment so that customers decide to do business with you. This means that pushing for a meeting, getting a proposal out the door, or anything else that attempts to cut short the process more often than not ends in disaster a lost sale. For selling to work well today, the prospect must first say, "This is the person and company I want to do business with." Making sure this occurs is the salesperson's primary task. This is the ...
https://completemarkets.com/Article/article-post/1962/MANAGING-SELLING-FEARS/
...e that included invitations to go fishing on a boat. Those calls could easily...ated them, and visualized the “fishing” image. Second, a selling f...
https://completemarkets.com/Article/article-post/796/Activating-Life-Leads/
...iles are missing.' Life producers fishing through insureds' files for birthdat...y. It's not worth it; the time spent fishing doesn't justify the thin value of...
https://completemarkets.com/Article/article-post/637/Intelligence-And-Marketing/
...our carrier can insure commercial fishing boats if you are in Iowa.
Corollary 2 - If...
https://completemarkets.com/Article/article-post/830/Eighteen-Ways-To-Make-Sure-You-Lose-The-Sale/
... , lower, "manager approved" price. This pricing system is certain to create customer confidence. Don't bother trying to figure out a prospect's problems. You don't want to get bogged down in the prospect's issues. They will only deflect attention from your presentation. You're there on a mission, so don't let anything distract you. Forget about small accounts. You're only interested in getting the big fish in your boat. Put all your time and effort in going after the big ones. Small ones are too much bother and servicing them isn't a good way to use your time. Always push for a meeting. Of course the prospect doesn't know you or what you do or why you want to meet. Just push for a meeting. With face time, you're confident you'll get the ... . Never ask prospects how they like to work with a salesperson or what they would like from you. Throw in the right words. Pepper your presentation with terms such as value, 24/7 , transparent, ROI, benchmark, throw a curve, strategize, robust, seamless, drill down, core values, partnering, and corporate culture. That's all it takes. Don't worry about explaining what these terms mean. Using the jargon will send the message that you're a "cool" salesperson. Focus on the low-hanging fruit. Even though you know you're a great salesperson, it's only smart to look for the easy sales by pushing price to get the order. Sure, the customer will probably leave when a pushy competitor comes along but that's just the way it goes. Don't ...
https://completemarkets.com/Article/article-post/889/Unusual-Strategies-For-Closing-More-Sales/
... Selling focuses on the need of the seller; marketing on the needs of the buyer." No matter how we rationalize it, this conflict exists in every sale. Instead of attempting to ignore or gloss over this fact, it's best to admit and recognize that it's real: No matter what's said, no salesperson can really sit on the buyer's side of the table. Since "getting the fish in the boat" is the salesperson's objective (no matter how that's expressed in kinder, gentler words), it shouldn't surprise anyone that buyers are unconsciously uncomfortable and wary of salespeople who "send a message," no matter how subtly, that getting a signature is what they care about, no matter what they say or do. This suggests that by bringing the conflict out in the ... salespeople can enhance their credibility. 3. Watch out for the peacock's plumage. While waiting for a haircut, a sales executive encountered a "peacock moment." In one chair, a customer was showing his new wristwatch to the barber. If was big, heavy and techie. Evidently, the barber failed to show proper interest, and the customer who knew him, said quite seriously, "You're not manly enough to wear this watch." For the customer, the watch was a badge of his manhood and anyone who didn't like the watch was less of a man. The move to strip CEOs and other corporate executives of their "plumage" by denying or at least making unpopular high-priced perks such as jets, exotic trips, luxury office accommodations, and the like denies them ...