SITTING AT THE WHEEL
Have you ever heard the old saying that a roomful of chimpanzees randomly banging on typewriters will eventually, through random chance, write a masterpiece novel?
Selling is similar in that, if you keep plugging away at it, you will eventually get a big sale, even though you don't know how you did it. Winning a big sale without being aware of HOW you won it doesn't really get you anywhere.
You need to understand your particular selling process and plan every move so nothing is left to chance.
For most products, services or treatments, the process will progress through establishing rapport, revealing the real motivations to solve a problem, discovering the budget for the solution, identifying the decision-making process, making a presentation, and confirming a sale or a miss.
Allowing a prospect to lead the discussion usually results in a random path, twists, turns and confusion. Who wants to be a passenger in that vehicle?
When it comes to selling, you should always be sitting at the wheel so you can drive the sales process.
The AlphaGraphics LaGrange Park provides a full range of solutions for design; digital, offset and large-format printing; marketing communications; promotional products; digital archiving and mailing services for small- to medium-sized businesses as well as corporate entities. We are focused on leveraging today’s communications technologies to provide our clients with complete solutions for their marketing communications and document management needs.
No comments:
Post a Comment