Creating your sales edge through an effective summary!

Okay, so many of you know the principles of good selling and that to be most effective as sales people at any level, we should ask plenty of questions of our prospect/client in order to understand their real situation, needs and issues.

An approach in this way inevitably uncovers many areas on your clients ‘wish list’ and it is undoubted that you will have lots of opportunity to sell your products and services as a result, based on that discussion you have had with them.

The challenge for salespeople by doing this however, can be that we are almost too successful (!), in that there may be a whole myriad of things that your client/prospect wants a solution to! We can be overwhelmed!

.......Don’t panic!

All you need to do is to ask them ‘What order/priority would they place on each one of them?’ when you are doing your meeting summary.

In this way, they will tell you what the most important one is from their own point of view, with other elements following closely behind. Often there is a surprise in there for us. That is what was first thought as important becomes less so in favour of something else!

This is creating an ‘edge’ for you which will result in more business. Not only will you be able to target your presentation (either now or at a later meeting) specifically to address their priorities, but your customer will also have had to really think about his/her focus. And this can be quite an enlightening process for them too, which they will thank you for (by ultimately placing business with you!)

When using this technique, we often see that needs and issues are uncovered that perhaps the customer/prospect had not even thought about too much until now. In other words, you have made them stop and think for a moment and really assess their own situation!

Just by doing this alone sets you apart from other salespeople (i.e. your competitors) who are also pitching for the same business.

So, try it out next time you're in a selling situation and see what it does for you and your company.

We know you'll be pretty amazed! (And so will your Sales Manager!)

And so too will be your customer!

Call us/e-mail and tell us how this technique has worked for you!

We're always interested in helping other salespeople achieve stunning success in this Profession we call Selling!