5 Minutes for Higher Sales Payoffs
Posted on Tue, Aug 30, 2011
On any given typical day a seller is probably keeping appointments, returning client calls, preparing an upcoming presentation and solving an unexpected client emergency. When put that way, it’s a wonder how sellers even make their sales quotas! In that crazy busy world of going from one activity whether you are a seller or a sales manager –I suggest you do one more thing. And my promise to you is this one action will improve your sales.
Stop. Stop for 5 minutes and analyze the conversation for higher payoffs. Stop and ask yourself these 2 questions:
What went well?
Pat yourself on the back. You deserve it! Count everything including your preparation, the rapport, your entire focus on what’s in it for Them (WiifT®), strong investigate questions, how you stop, dropped and rolled through the objections or your strong readiness and decision questions. Do find at least one positive from the conversation - even if it was a disaster. One seller who crashed and burned on a presentation decided his positive was his ability to maintain eye contact. Reflecting on what went well reinforces your strengths in the sales process.
If you had a ‘do-over’, what would you do differently?
Even if you closed the deal, there’s generally something that could have made the conversation even better. Did you leave anything out? Were there more objections than preferred or did your buyer get that glazy-eyed look that meant you were talking to much or not tying the solution to one of their POWNS® (problems, opportunities, wants or needs). What could you have done differently to enhance the outcome of the conversation? Is this an action you’ve overlooked before? Is it costing you in time, productivity or sales? Catch this now and you may not repeat it in your next presentation.
5 Minutes Equals Higher Payoffs
5 minutes is the difference to win advance more sales. Even in your crazy busy world, these could be the best 5 minutes you invest for your future earnings.