How is Your Ability to Make the Sale?


by Brandon Steiner March 18, 2013 0 Comments

Today I am pleased to present a post by my good friend, Jeffrey Gitomer. Jeffrey is an accomplished author and speaker on sales and business. But he’s not just a sales professor; Jeffrey is truly a great marketer, as well. He talks the talk and he walks the walk at the same time. And he chews the bubblegum. Jeffrey knows how to help salespeople “in the trenches” get from point A to point B, but he’s also adept at using outside-the-box marketing techniques. I’m always excited to bounce ideas off him, and to hear what he has to say. You can visit Jeffrey's blog here.


HOW IS YOUR ABILITY TO MAKE THE SALE?

“Jeffrey, what’s the BEST way to make a sale?”

When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?”

EASY ANSWER: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.

REAL ANSWER: There is no EASIEST way to make a sale.

And, just like there is no easiest way to make a sale, there is no BEST way to make a sale – BUT there are several elements that contain the word BEST that you must self-evaluate in order to discover why the sales takes place, or why not.

Here are the BEST ways to make a sale:

The best way to make a sale is to have your reputation precede you by word of mouth from your Google ranking, and from your business social media presence.
The best way to make a sale is to be known as a valued resource before you start.
The best way to make a sale is to be friendly before you start.
The best way to make a sale is to meet with the CEO or actual decision maker.
The best way to make a sale is not to be salesey, or cocky, or condescending.
The best way to make a sale is to find some common ground before you start the selling process.
The best way to make a sale is to ask intelligent, emotionally engaging questions that draw out both needs and buying motives.
The best way to make a sale is to walk into the meeting with two ideas that favor the customer.
The best way to make a sale is to have done pre-call preparation in terms of the customer.
The best way to make a sale is to convey value rather than features and benefits.
The best way to make a sale is to focus on how they profit and produce.
The best way to make a sale is to focus on outcomes and ownership.
The best way to make a sale is to relax throughout the entire sales conversation.
The best way to make a sale is to respond in a heartbeat.
The best way to make a sale is to make yourself available when a customer needs you.
The best way to make a sale is to support and prove all your claims with video testimonials from existing customers who love you and are loyal to you.
The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward, AFTER you are certain you have removed all risks and removed all barriers from your prospect’s buying process.
The best way to make a sale is to have multiple relationships at different levels and departments within the same company.
The best way to make a sale is to earn the status of trusted advisor.
The best way to make a sale is to create an atmosphere where the customer wants to buy.
The best way to make a sale is to make the passion of your belief transferrable.

REALITY: As a customer, I do NOT need a salesman. I need productivity, an idea, morale, a profit provider, and a trusted advisor.

Is that you?

The post How is Your Ability to Make the Sale? appeared first on Jeffrey Gitomer’s Sales Blog.




Brandon Steiner
Brandon Steiner

Author

Brandon Steiner is the founder and chairman of Steiner Sports Marketing and Memorabilia, the largest company of its kind in America. Considered a sports marketing guru, Brandon is a permanent fixture in the media as a regular on ESPN NY Radio 98.7 FM and as host of "The Hook-Up with Brandon Steiner" on YES Network. He has appeared frequently on CNBC, CNN, MSNBC, ESPN, and in newspapers including the New York Times and the Wall Street Journal. The author of The Business Playbook: Leadership Lessons from the World of Sports and You Gotta Have Balls: How a Kid from Brooklyn Started From Scratch, Bought Yankee Stadium, and Created a Sports Empire, Brandon lives in Scarsdale, New York, with his wife, Mara and children Crosby and Nicole.




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