Maintain Control

Marketing

Maintain Control
by Tim Connor



One of the biggest mistakes poor salespeople make is that they lose control of the sales process. There are many ways they accomplish this feat. Here are a few for your consideration:

They quote price – just because the prospect has asked (before they have had a chance to build value).

They don't ask enough questions early in the sales process. They just ramble on.

They send out literature when asked, without first qualifying the prospect.

They deliver proposals to the prospect's door and wait for an answer. To buy or not to buy, that is the question.

They fail to set appointments that are convenient to them – always bowing to the customer.

They lug equipment to demonstrate in the prospect's office rather than getting the prospect to visit their office.

They don't get deposits and hope the prospect will pay someday.

They leave 'will calls' when telephoning a prospect.

I could go on but I am sure you get my drift.

Control is one of the key elements for success in sales. Successful salespeople understand that control is not manipulation, but is in the ultimate best interests of the prospect or client.

I will bet you have a prospect right now, as you are reading this, with whom you have lost control. You are waiting for this prospect to respond to your offer, appeal or whatever. I know because I teach this stuff and I am guilty from time to time of making the same mistake. How do you get and keep control? It is simple, but not easy. The best time to get control of the sales process with a new prospect is in the early stages of the relationship. It is very difficult, if not impossible, to get it back later if you don't get it early. One of the best strategies is: get information before you give it. Questions always come before your presentation, pricing, literature, etc.

Successful salespeople determine not only the buying habits and payment philosophy of the prospects and clients they have, but also the respect they receive and the manner in which they are treated by these prospects/clients. I have some great clients. Their behavior makes me want to do an even better job for them. I also have a few difficult clients. Guess what? They told me they were going to be difficult in the beginning, as well as in the early stages, of the relationship. Some of you may have some clients you wish you didn't have. Right? Pay attention to early signals and remember: you and I have what our prospects want and need – solutions to their needs and problems. So keep control of the buying process.


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Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com.