C-Level, Relationship Selling Blog

C- Level Relationship Selling during This Recession Requires More than Getting People to Like You

Many sales people have learn that the key to selling is getting people to like you.  Well, getting someone to like you is not going to close sales during a business recession. It is amazing that this misconception is embraced by so many as the essence of relationship selling. Hopefully this article will clear up why liking doesn’t make a relationship nor put money in your pocket.

In the professional arena, as well as in personal situations, “people liking you means” they get from you something they want.  In a selling situation, if you want someone to buy from you (like you), give them or deliver the results they want better than other alternatives.  It’s not about being cordial, good looking, funny, etc. It’s about helping the other person get done what s/he has to do with less effort and risk, and/or with the assurance of bigger rewards.

So the moral of this story is to focus on the results people want for themselves.  Don’t assume you know what they want.  Let people tell you in their own explicit language.  In this way you may learn something you don’t know, and they will know for certain that you do know.  It’s nice to be liked, but without the results, it doesn’t buy much.  Think of it this way, people will buy from someone they don’t like if they get what they want.  The opposite is not true.

For the full article - C- Level Relationship Selling during This Recession Requires More than Getting People to Like You click this link.

Sales Management Training: Selling in This Recession - Improve Your Sales Teams Performance

We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night.  This article can help you or your people overcome self limiting sales beliefs and develop more business faster.
 
Back to the two ladies I talked about in my previous story, after I asked my favorite question.  “So ladies, what are your major issues as it relates to business development during this economic down time,” here is what happened.

I started giving my suggestions about what they could do about the low price issue (see previous story.)  As I’m talking, one lady is sort of listening as the other is checking out all the other people to see if there is someone better that she can network to.  As people walk by she actually starts talking to them as I’m talking and then comes back to my golden nuggets of selling wisdoms.  Obviously she wasn’t interested in hearing what she could to do about her issue.  The other paid a little closer attention, but then wanted to tell me why the customer was wrong.  Basically, without words, she told me she was going to continue doing it her way.

Now here is the irony.  These people need to win more deals.  Their business floats with the economy, meaning good economy, more business and bad economy, less business - always the same share or the pie.  Yet, their employers want business - no matter good or bad economy.  This means in a bad economy their share has to get bigger or they have to beat the competition more often.  So why don’t these people want to get some tips and try to use them?  Here are 2 reasons why.

Read the full article Sales Management Training:  Selling in This Recession - Improve Your Sales Teams Performance

Closing Business during This Recession - The Low Price Issue

I was at an association meeting the other night doing some networking.  As I talked with people, it was amazing how inefficient people are in their selling and business development.  So I have five stories, each with a lesson that could help you develop business better.
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As I introduced myself to two ladies, I asked my favorite question.  “So ladies, what are your major issues as it relates to business development during this economic down time?”

“Pricing - my customers are selecting only the low prices,” said the one lady.  “Me too,” chimed in the other.  “And one even told me the price I have to get to.”

Now since I can’t keep my selling tips to myself, I offered these two suggestions:

1. Relationships at high level are the key.  Either these people will make it so that your higher price is accepted because they can depend on your work or they will tell you what price you have to come in at - ala the second lady.

So instead of spending all your time putting together a proposal with limited information from a spec writer, engineer, purchasing agent or administrator, use your time to network to the key decision makers to learn what’s important to them and show them how you can give it to them for this project.

2. Prices are usually too high because you’ve included too much of what key decision makers are unwilling to pay for.  So the key is to know what the influential and top people really want and what they are willing to take less of or forego. 

a. Everyone is going to say, “Well, I want it all.”  So you have to say, “I understand, but what’s really important?  What’s the deal buster or maker?  What will really be your deciding factors?”  “What are you willing to pay extra for?” You’ll have to push a little here, but it’s OK.  However, this has to be done with the person / people that have the power.

b. So the first lady says to me somewhere along in the conversation, “They should select us because we are giving them more.”  To which I said, “So what.  If they wanted more, they would have asked for it.  Besides, that ‘more’ is causing your price to be higher.

Now just in case you didn’t get the moral of this story, here is the summary.  Get to the leaders - the chief decision makers.  They can help get the job even if your price is higher, but within range.  Otherwise, they can tell you what to do, what to eliminate or minimize to get your price in line.

If getting to these leaders is an issue for you or your people, go to my website where you’ll find a ton of resources on this topic.  There are free articles, e-books, videos and pay for books, CDs and manuals and e-courses.

Accurate Sales Forecasting

Forecasting can be simple and accurate.  Try this forecasting method on some outstanding business.  Try it also on some opportunities you closed and others you lost.

The simple system involves three components; (1) Will there be a deal for some vendor; (2) The match to your ideal customer profile, and; (3) the quality of the sales person.

Will There Be a Deal?  Is there an approved budget that is authorized to be spent?  Is there a deadline or else something traumatic will happen.  Most forecast are inaccurate because many believe investments will be made that never happen.

Match to Your Ideal Customer Profile means how well does this opportunity and customer match to the kinds of customers and sales you’ve been successful closing in the past.  The closer the opportunity fits the better your chances of success.

Quality of the Sales Person says a mouthful.  Good sales people can smell a buyer and they have a process that works to close the deal.  The less successful struggle with this to an increasing degree.

Determining the Probability of Success

·        Deal or No Deal …………….  0% or 30%; No or Yes

·        Match to Profile ……………… 0% - 30%; depends on the degree of the match. 

·        Quality of Sales Person …… Top 10%=25%, Top 25%=10%, Top 50%=0%, Top 75%=-5%, Bottom 25%=-10%

·        Add it Up!!

Refining the Probablity

If you have a sales process you can tighten this up tremendously because there are a series of element in any good sales process.  The degree to which you can address these will determine your range of accuracy.

Now go forth and predict.

And now I invite you to learn more.  See the full article with details and examples: Accurate Sales Forecasting