Page 21

SSE_MARCH2015

Salesperson’s Handbook Tips to overcome five common obstacles By Paul Cherry Lucy was a brand new salesperson who wanted to make a big impression. She did everything she could think of to establish relationships with prospects and wow them with her proposals. While she was not failing as a salesperson, Lucy was certainly not leading her team in sales either. After nine months of below average performances, she knew something had to change — but what? Veteran salespeople know that while every customer is unique, the obstacles to a sale are predictably the same and occur rather frequently. Once you understand these obstacles and the strategies to overcome them, you will have all of the tools you need to make the sale. Obstacle 1: Identifying and Communicating with the Decision Maker(s) Too often, salespeople will focus solely on their initial contact at an organization. Whether that person is a mid-level manager or an HR executive, they are probably not the only person who is going to have Interactive input on the proposal process. Smart salespeople know that there are usually other decision makers who will have input in the deal, and the challenge is to figure out who they are and how you can meet them. In order to get the information you want, you will to have to ask your current contact some questions that might seem awkward. Some questions to broach the issue are: • What is your time frame for making a final decision? • What criteria will you be evaluating to ensure you are making the best decision? • What measurable outcomes are you looking to achieve? Once you are able to determine who else will be involved in the decision making process, you can ask this follow up question: “I really appreciate this insight. So that I can propose the best solution that is going to meet the needs of everyone else involved, I would love to talk with these other individuals and get their input. When can I meet them?” sales and service excellence essentials presented by HR.com | 03.2015 Submit your Articles 2111


SSE_MARCH2015
To see the actual publication please follow the link above