SalesNewz.com

Sales representatives are always told, and often in not so subtle terms, to create a sense of urgency in their prospects.

After all, you want the potential customer or client to purchase your products and services now rather than at some undetermined time in the future. The problem is with creating that need, on the part of the prospect, to make the purchasing decision right away.

The disappointed sales person is usually faced with the classic responses, “I have to think it over”, or “I’ll get back to you on it.” Should the sales rep agree to the delay, the opportunity for creating that sense of urgency is lost. After all, the prospect believes that purchasing today, next month, or next year are all the same thing based on the sales discussion. The problem often starts with a failure on the part of the seller to listen for the real needs and problems of the potential buyer. (more…)

In today’s commoditized business climate I think what sets companies apart with a complex sale is how well they build and cultivate relationships.

Over the years, I’ve observed a truth; and this truth will requires many sales people to reconsider how they think selling should be done.

The truth is, average sales people think they are most effective when they talk with someone WHEN they are ready to buy, but top performers seek to build relationships with the right people in the right companies BEFORE they’re ready to buy. (more…)