dialogue Archives - The Caveman's Guide to Selling

Follow Up! Otherwise, why even start the process?

February 1, 2016 by Bruce Leave a Comment

One of the most critical parts of the sales process is the follow up. This isn’t just about leaving a voicemail message and updating your call sheet, noting that you’ve “followed up” on such and such date. Following up means actually touching base and re-connecting with the client to find out the next course of action.

It’s truly amazing how many times this doesn’t happen or is handled poorly.

Assuming you have met the client’s need and solved a problem for them, you should always ask for the sale. At the very least, you should establish whether or not the prospect has further interest in your product or service. Many times, they are still uncertain and require further steps, time, or information before determining whether or not to move forward.

Follow up not only propels the sales process forward by keeping the lines of communication open, but it shows your ability (or a lack thereof) to do what you say you’re going to do. It shows you’re going to be around to help and that you’re reliable. This speaks to the area of trust and credibility. Without these two components paired with your ability of being present, the odds of continuing and deepening the relationship are low. In other words, your continued engagement via follow up greatly improves the likelihood of maintaining a relationship, which is really what it’s all about!

The Only Thing Constant Is Change

November 7, 2015 by Bruce Leave a Comment

I had heard a story about the great Albert Einstein from one of his teaching assistants that paralleled a similar concept in selling. After distributing an exam to his class, Einstein’s assistant noticed that the exam was the same one that was given out the previous year. Upon asking if such was true, Einstein acknowledged that it was in fact the same exam. The assistant asked, “Why would you want to give the exact same exam to this class for two years in a row?” “Because”, he replied, “the answers have changed!”

Too often in selling we get comfortable with one size fits all solutions for our clients.

By doing this we assume the challenges they face are the same and subsequently cease to ask the fundamental questions that can help us further understand their business and what they’re trying to accomplish. As Einstein was implying, and as the Greek Philosopher, Heraclitus has taught us, the only thing constant is change and all things are in a state of flux. This is especially true for our clients as the pace of technology and innovation continue to redefine social and economic landscapes. What worked last year, or even yesterday for that matter, may not be what works today.

In accordance with Einstein’s response to his teaching assistant, we too must remember to continue to ask our clients fundamental questions, because the truth is, the solutions have and will continue to change.

Not the time

October 7, 2015 by Bruce Leave a Comment

Imagine, you’re finally sitting face to face with a prospect that you have been calling upon for weeks. At this point you have their full attention. You begin by detailing your background, credentials, and better yet, the history of your company. How soon before you notice that you have less of their attention?

The truth is, this appointment is not the time to delve into those details (unless they ask, of course). It is not the time to convince your prospect of your merit. Why? Because they are already right in front of you!

It’s just like when you’re in a restaurant, you don’t go to the back of the kitchen and ask the chef for his/her background, because really, who cares? You just want a great meal!

It’s important to remember, that we are the ones that make credentials an issue. When we do, it lessens our prospect’s confidence in us and makes us appear weak. Instead, we should focus our energy on providing a space for dialogue, enabling us to create opportunities to understand and better serve our prospects.

Too often in selling we get comfortable with one size fits all solutions for our clients.

In accordance with Einstein’s response to his teaching assistant, we too must remember to continue to ask our clients fundamental questions, because the truth is, the solutions have and will continue to change.

The truth is, this appointment is not the time to delve into those details (unless they ask, of course). It is not the time to convince your prospect of your merit. Why? Because they are already right in front of you!

I’d love to speak at your next event!