Three Typical Troublesome Sales
Process Steps:
Problem #1: Opening the Case
The typical problems are:
- Do you have a prospect for the service you offer (e.g. do you have a buyer?)
- Do you have a prospect who wants to do business with you?
- Do you have a prospect who wants to buy now?
Failed Methods:
Long introductions about your experience, your products, and your services. Discussions of hobbies, office furnishings, the suspect's background, sports, etc.
Reason for Failure:
The failed methods never provided answers to the 3 questions mentioned above.
Successful Method (after many failures):
Problem #2: Not Enough Successful Closes
Elaborate hi-tech closing presentations, getting client to say "yes" all the time, "power" closes, very fancy presentation material (gold embossed leather folders, etc.).
Reason for Failures:
Failure to adequately discover client needs and get agreement from clients about their problem areas. Failure is usually due to poor fact-finding procedures. Failure may be the result of failure to talk to all members of the buying committee.
Successful Method (after many failures):
Problem #3: Failing to Get a Continuous Flow of High Quality Referrals
Failed Methods:
Not asking. (This truly is an important reason.) Not asking for referrals to your target market. Saying: I get paid in two ways (sales & referrals). Saying: You owe me at least 5 referrals before I leave.
Reasons for Failure:
Not having a systematic method for obtaining referrals. Not having a well-defined target market. Not using a printed fact finder to capture future prospects' names. Not showing the referrer how beneficial it can be for those they know and care about.
Successful Methods (after many failures):
