How to Create a Lasting Message of Value with Your Clients

With today’s economic climate, sales professionals now more than ever must acquire the latest selling techniques to stay ahead of the competition. This is necessary for both short and long-term success in meeting sales targets and goals. Quite often selling strategies can become outdated. It’s important to keep up with the latest trends in order to make the most effective sales presentation and increase company growth.

Engaging Your Prospects Effectively
Many top selling professionals practice selling skills that are engaging and involve the client. The key is establishing rapport on both a business and personal level. This leads to increased trust and rapport with the client and is highly important to create and establish long-term relationships. It is one of the basic foundations of any selling strategy or technique.

Knowing When to Close Effectively
Engaging potential clients and conversation is important. One of the biggest mistakes many representatives make however is to not stop talking. Let the client tell you what they precisely are looking for regarding your service or product, as well as any benefits they may derive. Going on for extended periods of time without engaging the prospect can lead to eventual loss of interest. Start looking for buying signs early and listen closely to what your prospect actually has to say. This will make closing the sale much easier.

Showing Value through Your Presentation
When prospecting for new clients adapt your presentation to meet each individual situation. By narrowing it down to several key points that will benefit your particular prospect, you’ll have eliminated much of the hard work in advance. Emphasize the value of your offering several times and ask the potential customer if these are items that would benefit their company or operation.

Increasing Communication Skills
Having the ability to convert prospects into customers often hinges upon type of communication you establish. The great communicator will observe and pay attention to everything the client says and does. For example, if the prospect is more technologically inclined then it’s the salesman’s job to put more emphasis on any current technical advancements or developments regarding their offer.

Importance of Being Organized
Having good organizational skills allows salespeople to make the best use of their time and available resources. This includes keeping track of contacts, setting up appointments and streamlining sales presentations to be as time efficient as possible. In the long run this equates to more closings.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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