Simple Solutions That Work! Issue 18

56 ready to get started. What do you think? • If we can find a way to deal with [the objection or concern], would you be able to sign the contract today? • Taking everything into consideration, I would say either X or Y are your best options. Which one do you prefer? • All I need is a PO number now to get this project rolling. What do you say we get started on this project together today? If you ask for the contract or sale and still get turned down do not give up. Follow up is so important to keep your customer thinking about your quote instead of the competition’s. It also enables you customer to respond with more questions or objections that you can manage. Remember that marketing never stops and if your company cuts back on marketing then you are fighting a losing battle. So, go fight for your success by insisting that your company market the products and services continuously. None of these things will work without your preparation and commitment to getting these basic selling techniques as part of your daily routine. Know your product or service, sell the difference, know your customer and his or her issues, be a problem solver, never devalue your product or service by lowering your price and always ask for the sale or contract. Not many people succeed in sales sitting at their desk and hoping for a miracle! Happy hunting! Contact: DAVE WHITE [email protected] Your company’s financial situation may allow you to offer extended terms (60 or 120 days instead of 30). This is something your competitors may not be able to do. One more tactic, especially when you know one of your good customers is hurting financially is to invite your CEO or COO to visit this client’s upper management to assure them that you have their back in this economy. This person can extend longer terms or make sure their delivery is on time. It will go a long way to solidify that relationship when things get back to normal, because they will remember. Finally, you can do all the things I mentioned above but if you do not know how to close the sale, you have wasted the client’s time as well as your own. How do you ask for the sale? This is especially important in business and makes all the difference in getting that contract or getting rejected. Here are some examples: • Unless you have any questions or concerns at this point, it seems like we are a good fit and I think we’re stops and so do the opportunities that you may never know about. Keeping your company’s name in front of your customer base with trade magazines, e-newsletters, flyers, public relations, LinkedIn, trade shows and of course your website, are all vital to the success of finding new customers. Introduce new products or ideas to the industry during this downtime to excite your base customers and draw in your new customers. Start a blog or podcast in your industry. You might be amazed at how many young engineers and buyers listen to this type of media. Make sure you are on Facebook and LinkedIn with messages that solve problems. You never truly know who will see your company in one of these venues. When things are going well, customers are hesitant to try something new regardless of the benefits but when things are sketchy and upper management is demanding ways to save money or increase efficiencies, your client is more interested in finding new ways to save money or increase production with new products or services.