A story about a sale that hit the national news last week got me thinking about better ways to make sales. It seems that 81 year old woman was having difficulty with a jammed door handle and expressed her concern about this when she received a cold sales call from a double glazing company last week. She was simply interested in getting the handle fixed and went on to agree to a visit from a rep to discuss her options.
The following day a sales representative from the double glazing company arrived and he sat with the elderly lady for two and a half hours until she had agreed to buy two brand new doors and signed a cheque for an eye watering £5,743.73! A very expensive solution to a small door handle problem. When her son found out about the incident, he confronted the salesman and made it very clear that the sale was not acceptable because his mother didn’t need the new doors and she was clearly vulnerable, suffering dementia-like symptoms.
The company insisted they did nothing wrong and have merely sold a product to a customer. I know where I stand on this sale. What are your thoughts? Is it a genuine sale or a rogue-trader type sale? I suspect you would never try to make this kind of sale but perhaps you’ve found yourself investing time and energy in the wrong kind of prospect? So what could you do to avoid that situation?
A Better Strategy for Making Sales in Business
One way to make sure that you end up with a sale that’s a win for you and a win for your customer is to ask your prospects ‘qualifying’ questions. These special sales questions are designed to help you find out whether a prospect is going to be a suitable client for you and whether you are going to be a suitable supplier for them.
Some examples of great qualifying questions
If you want to cut down on travel expenses and time you’d want to find prospects within a geographical area close to your business. So, very early in your conversation with a prospect (i.e. before you set up a sales meeting) you’d want to ask a ‘qualifying’ question such as, ‘Where are you calling from?' or 'Where do you want the work to be done?'
How is that a win for your prospects who become clients? You can probably serve them better if you’re local. During the CBG sales training workshops we’ve come up with some great ‘qualifying’ questions our clients have used to help them sell to the right prospects and grow their businesses.
If you are not making as many sales as you would like, check out the free Business Growth Strategy Session offer and dates for your diary below.
Thursday December 1st - Sales Made Simple Workshop
Selling can be tough. There’s nothing more frustrating for a business owner or sales professional than working hard at sales meetings that fail and phone calls that are met with resistance from your prospects. You may think that those businesses who seem to effortlessly excel at sales have some sort of natural gift and that you’ll never match them…but that’s not true. Those business owners and sales professionals have simply learnt the principles behind great selling – those methods that guarantee easy, natural sales with any prospect. And now you can learn them too.
Wednesday 11th January 2017 - CAMBITION Business Guidance Business Growth Programme
I’ve teamed up with business consultant, Tim Gale, and we’ll be launching our 12th Business Growth Programme on Wednesday January 11th, 2017. If you live in the Cambridgeshire or Suffolk area and you’re interested making next year your best year in business, in the run up to the launch we’d like to offer you a free Business Growth Strategy Session. In this session, we’ll discuss where your business is now and where you’d like it to be in 1 to 5 years’ time. We’ll share with you how we think you could achieve the lifestyle and business you really want.
Why not book a FREE Business Growth Strategy session? If you find the session has been useful, you might want to continue working with us. Interested? Simply click here to complete the form on the contact page of this website and we’ll do the rest.
CAMBITION Business Guidance Programme Leader