Recently, in a RedRock Advanced Level Training session, sales professionals recognized that most of the sales they close are accidental. They admitted that if they were more intentional, they wouldn’t lose out on 50-70% of in-play sales opportunities. In addition, they would recover $100,000s in missed sales every month. Here are 4 steps to help you be a more intentional sales professional:
1. Get a Commitment
Make it your own personal policy to never deliver a formal proposal or quote unless you have a commitment from your prospect or customer to close the sale. Discard all prospects and customers who won’t allow you to uphold this.
2. Take the Lead on Every Sales Call
Establish your leadership position as the moderator of collaboration between you and your prospect or customer. State your purpose, announce how much time you will plan to spend with them and set the close.
3. Commit to Achieving the Following Phases of Discovery
Understand your prospects’ situation. 75-80% of the questions you ask must be open-ended in order to understand their situation. 20-25% of the questions can be closed-ended or clarifying. Comprehend 80-99% of their situation.
Listen to your prospects’ problems. 40-60% of the questions you ask must be open-ended to understand their problems. 40-60% of the questions can be closed-ended or clarifying. Comprehend 80-99% of their problem associated with their situation.
Empathize with your prospects’ about their concerns. 20-40% of the questions you ask must be open-ended to understand their concerns. 60-80% of the questions can be closed-ended or clarifying. Comprehend 80-99% of their concerns associated with their situation.
4. Never end a call that has continuation possibilities without agreeing to a day, date and time for follow up.
Simplify your sales process today by following these steps. Being intentional with your sales will decrease the number of sales you lose and will allow you to develop relationships with your customer. Take control of your company’s sales by becoming an intentional sales professional.
Founder of RedRock Leadership