Simple Sales Tracking Blog

Are You A Show & Tell Salesperson

In my last article we looked at the opening of the sale and the need to set the agenda for the meeting. This sets the scene.

To recap –

An agenda might look something like this:



  • A brief statement about the purpose of the meeting and the likely outcome

  • A value statement about our company and service/product (25 words or less – less is more!)

  • Then onto asking them your prepared questions
This accomplishes several key objectives. Firstly it conveys to your prospect the purpose of the visit and that you are prepared and will not waste their time.

Secondly it gains permission to ask the prospect questions to gain an understanding of their situation as it relates to your products/services/solutions

I am often asked how long the introductions and agenda setting process should take. My recommendation is 2-3 minutes absolute max – remember its not about us its about them and their needs.

There is an old saying in sales –

“You can listen a buyer into a sale faster than you can talk them into one”

So we have set the agenda, delivered our value statement, asked permission to ask questions, this takes care of the opening, what are your questions?

Well these need to be very carefully planned as questions focus our thinking. Therefore you should never ask a question that could cause the prospect to think about an issue that could adversely affect the sale moving forward.

For example, I will ask you a question shortly and whatever you do don’t think of the answer, remember read the question but don’t think of the answer!

When is your birthday?

If you are like most people you would have thought of your birthday.

One such question most salespeople ask or some variation of is:

“Who is your current provider?”

This focuses their thinking on the person doing the job and if they have a great relationship with them regardless of what sort of job they do you are defeated before you ever get going.

Many salespeople ask a few perfunctory questions which the prospect view as self-serving. Then they dive into “show and tell”. That is they begin showing the prospects samples, brochures, technical data or telling them about the solutions they offer or all about themselves, their company, who they have done work with – you get the idea!

Buyers sometimes refer to them as “Show up and Throw up Artists”.

So it’s a matter of developing a list of questions to help build trust and uncover a number of needs. These in turn will then help you establish the opportunity gap which in turn will show the return on investment.

Next time we will look at the various types of buyer needs that are generic to every business.

Quote of the Week:

A mediocre salesman tells
A good salesman explains
A superior salesman demonstrates
Great salesmen inspire buyers to see the benefits as their own


Carolyn Shamis

Brett Burgess is a Sales Trainer and Programme Developer for Sales Impact Group Ltd

Filed under: Sales Techniques and Strategy

API Documentation & Samples

Following up on our email to you last week, we’ve now released the latest version of our API (Application Programming Interface), along with Documentation & Code Samples.

The Simple Sales Tracking API provides you with the ability to connect and sync Simple Sales Tracking with your website and applications.


What can you do with the API?


View and Modify your data in Simple Sales Tracking, from another website or application.

There are a lot of possibilities. Here are a few ideas:


  • Synchronize Contacts with another Contact List

  • Build your own Custom Reports

  • Add Notes, Tasks and Appointments Remotely

  • Create a seamless link between your own applications and website with the data, features and capability of Simple Sales Tracking.

Find out more and Get Started


3rd Party Tools & Integration

If you program your software product to integrate with Simple Sales Tracking, or any another 3rd party piece of software, let us know!

If it’s a fit, we’ll post it here with link-backs to your website and kudos.

We’re also working on 3rd party integration from our end and will announce them as they become available.


Partner Program Now Open

If you’re not already part of our partner progam, you can find out more about it here.

It’s a great way to earn additional income from an ongoing 20% commisssion.


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Filed under: How To's, Integrations, ,

About

Simple Sales Tracking is web-based sales CRM software for the tracking, analysis and forecasting of individual and team sales pipeline and contacts.

Built with simplicity at its core, focus is kept on key sales tasks, while eliminating unnecessary ones, helping to ensure buy-in of the entire sales team.
Go to SimpleSalesTracking.com

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