Prospecting is a life blood of successful sales performance. Surprisingly, over the years I have discovered that there are people who have a natural ability for prospecting, and those who struggle with it. The real key is to look for people or companies that are having problems and discover if what you do or the product that you represent can solve their problem.
Joe’s sales people approach in the past was to trying to create an issue or a problem, instead of discovering if it really existed or not. Normally, it either does or does not. What you represent is either a good fit or its not. If yes, you can both decide if it makes sense to move forward. If not, take the time to refer them to someone or a company that appears to be a potential fit.
Sales in the past, the “old concept”, was about the creating the desire instead of discovering if indeed it existed. We call it “hard sell”.
Sales are essential for a growth of the organization. Without it there is not much for others to do. Sales for years have had a number of negative connotations, because of some sales people, who are prone to sell regardless of whether the problem existed or not.
The world is ever-changing in relationship to the sales arena. Getting Joe’s people to embrace change was not easy, but they soon discovered that to develop a long-term relationship and trust was absolutely essential.
Simply stated, “do not sell.” Instead, create an environment for buying. By doing so we will create a win-win situation for everyone involved.
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