7 Tips for C-Level Relationship Selling - Interviewing, Presenting and Closing
Most sales people do not know the finesses associated with basic
selling skills because they never learned them. Selling
typically is not a destination career. However the best sales
people realized that selling was tough and they weren’t good
enough, before they got good and that’s how they got good.
Please re read that.
So here are 7 advanced skills vs. basic skills that top sales
people have learn to use.
1.
Put the basics in the right order:
(a) ask questions and keep probing; (b) listen to learn what’s
on the persons mind – not what you think should be on their
mind; and (c) present to show you can deliver their vision (not
yours) better than any alternative; then (d) keep repeating this
sequence.
2.
Know what to ask. Know how to phase
questions so as not to put the buyer on the defensive. Know how
to sequence questions. These subtleties will help you learn
what you need to know, as you make the buyer feel comfortable,
while positioning yourself as creditable, confident and
competent.
3.
Know what to listen for. Buyers will
give away a lot of information if you let them talk. However,
you’ve got to know what it is you want to learn so you can
set-up the questions to get them talking about what you want to
hear. Then you have to listen aggressively.
4.
Probe without interrogating. When a
buyer says s/he wants something, i.e. service, quality, price,
etc. what exactly does s/he mean by that? Never think you know
what s/he means. You have to have her or him explain exactly
what good service looks like or how low does the price have to
be, … without grilling.
5.
Expose and entice buyers with other
options or features they may not have mentioned, yet you feel
may be helpful to them. This must be done consultatively –
meaning no pushing or convincing. You offer it up to see if
there is interest. If not, let it go.
6.
Present to show you have exactly what
both you and the buyer have agreed the buyer wants. Then prove
with descriptions, examples, case studies, demonstrations, etc.
that you can deliver it better than any other alternative.
7.
Know how to close. Everything above
has been your set-up for the close. Now the closing is another
sequence. First, only close if the person feels good about your
presentation. So ask, “How do you feel about what I presented?”
If the feeling is not good, you have to go back to clean up
issues. Second, ask point blank, “Since you feel good about
what I told you, can I have the order or your commitment to
support me?” You want a yes here. If not, then you have to go
back and have him or her tell you why not.
Now I invite you to learn more from my
Bonus Tip:
FREE E-Book
“Handling Blockers and Getting Past Gatekeepers” (click
link). The above tips wouldn't help if you can't get to
C-Level leaders.
More Articles on Selling and
Sales Management
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What others have said about Sam:
"Before working with Sam 30% of my
people made President's Club. After Sam's training and coaching 70% of my people
went to President's Club."
Deborah Surrette, EVP Sales
WorldCom
"Sam put in a process that helped
reduce bid and proposal cost 30%, increased win rates from 33% to 83% and
doubled sales in one year."
Dan Ozley, VP Satellite Systems
Lockheed Martin
Telecommunications
"Using what Sam taught us,
increased our hit ratio from 38% to 68%."
Bill Bowden, Sales Training
Manager, Fisher Rosemount Division of Emerson
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