“Continue to provide value, continue to make sure that you’re invited back to provide more value. Your prospect will not allow you to waste their time twice, so make sure you’re prepared for the interaction so you can have the next interaction to keep things moving along to the point where you can close the sale.” – Jeff Bajorek in today’s Tip 292
Do you have a preparation problem?
Join the conversation below and check the links to the previous tips in this series!
285: You Have a Pipeline Problem
278: You Have a Decision Maker Problem
208: You Don’t Have a Closing Problem
Jeff Bajorek: Rethink the Way You Sell
Jeff Bajorek on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back with part 12 of the 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here he is with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You have a preparation problem. Great. You’ve got the meeting now what? Where are you in the process? What needs to happen right now? What needs to happen immediately afterward? My friend James Muir wrote a tremendous book called The Perfect Close and I think you should check it out. But in that book, one of the gems that I’ve taken from that book are three questions that every sales rep needs to ask themselves before any sales call. Why should this person see me? What do I want them to do and how do I provide value with this interaction? Basically, what am I doing here? What do I need to do next and how do I make sure that I get invited back? Are you taking advantage of the opportunity that’s in front of you or is this just another box that you’re checking? Yeah, we’re going to meet. Yeah, I’m going to check-in. Yeah. I’m going to touch base and see how things are going. This is where processes go to die. Don’t do that. Take advantage of every opportunity that you have. Make sure that you’re moving the ball forward. If you have an opportunity to sell something, sell something. If you’re just there to nurture the relationship, make sure there’s a next step to where you can get to the point where you’re going to sell something. Remember, nobody wants to have their base touched. That’s not what this is about. You’re there to provide value, continue to provide value, continue to make sure that you’re invited back to provide more value. Your prospect will not allow you to waste their time twice, so make sure you’re prepared for the interaction so you can have the next interaction to keep things moving along to the point where you can close the sale.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/292 that’s also where you’ll find the video version of Jeff’s tip and links to help you connect with Jeff directly.
Thanks for listening and be sure to come back tomorrow for another great sales tip!