Sell with Confidence – Don't Chase The Sale
Posted on Mon, Jan 23, 2012
It’s happened to all of us. We see a twinkle in the eye of a prospect and our thoughts get set on the goal of making a sale. In a nano second we stop listening or asking more questions and then lose sight of following the sales process or even think about the solution in regards to meeting and exceeding the prospects need. We get fixed on chasing the sale.
Well we all know what generally happens next. Nothing. We lose the sale and often the relationship. 
Here are 3 important tips to avoid ‘chasing the sale’:
1. Prepare. Treat every customer contact as if it was the first time meeting. Why? Because you’ll prepare! Go through the checklist each time: What is the purpose of this contact? What is the ultimate objective? What do I already know to meet the objective? What do I need to learn? What questions will I ask to learn the information? What possible obstacles will be encountered? How will I respond to them? What am I going to say to launch the conversation? What actions do I need to take to close the conversation?
2. Keep the Focus on Them. Your audience is continually asking themselves, “What’s in this for me?’ That’s all they care about. When you lose sight of this, they lose interest and there’s a tendency to talk more about your product and service. You can kiss that sale good-bye. How is your solution going to change their lives? Make them more money? Reduce costs? Grow their business? Remember, the easiest way to lose a sale these days is to ‘sell’ to people. Make it about helping them – not about your bottom-line or the sale. So stop selling to people and start helping them buy from you.
3. Ask for Feedback. Buyer feedback is essential. Without it, you won't know what you’re doing right and what barriers may keep them from buying. Know what questions to ask and don’t be afraid of the answers. Feedback questions generally elicit your prospect’s feelings and/or opinions. “What do you think? What is your overall impression? How does this compare to others you are considering?” If you don’t gain feedback you’ll miss out on real opportunities and wonder why they didn’t buy from you. Once you ask, remember to listen!
When you stop chasing the sale, you’ll be pleasantly surprised to find you'll close more sales.