Date 01/18/2008

Close More Deals In Less Time

Making a connection with the buyer, the individual who can say "yes," isn't always easy but the first
question I challenge you with is, "Who are you asking?" Aim low or aim high and, well, you know what you get.

In sales, as in life, you have to reach the right person in authority.

Do Your Homework!
A lack of preparation may be the biggest deal killer there is.

When it comes to connecting with buyers, you must know three areas -- and know them well.
This includes: Their company, their competition, and your product or service.

Do these seem like no-brainers? You'd be surprised how many service providers don't know
when a company was founded, what their mission statement says, who their biggest clients
are or how they fare against the competition.

As far as knowing your own product and service, read on.

Speak In Sound Bites
When you have the chance to speak to the buyer, get to the point and remember that less is more.

Too many service providers ramble on aimlessly about what they're selling and can kill their credibility
because of the confusion they create about their product or service.

Decision-makers want you to be brief. Granted, when you get those few moments to audition,
it can feel like a pressure cooker.

Prepare only information that demonstrates how buyers will benefit and what their return on investment
will be. If you don't have this ready to be delivered in 15 seconds or less, practice.

For every piece of information about your service or company you prepare, ask the questions that your
buyer would ask, such as: "So what? or " What's in it for me?" These questions force you to always speak
in benefits-focused, buyer-friendly language.


Lastly, keep your head down - keep plowing ahead & believe.

If you can't, and if you don't - find another job.