Have you ever lost a sale due to a decision from above? How about lost business and didn’t know why? Stop losing business due to decisions made higher up in the organization. Follow the 4 tips below to improve your ability to sell to decision makers.
1. Identify Key Decision Makers
Knowing the chain of who can influence decisions can improve your sales. Think about your best customer. Now think about your key contact. Now think about who else may have a say in making sales decisions. Everyone from the cleaning professional to the CFO may be able to influence decisions, and it is important to identify every person who has the power to make decisions.
2. Identify Motivations
Once you determine who the key decision makers are, you must identify what their motivations for buying are. Who uses the products? Who is impacted by delivery, invoicing and training? How does each person influence the buying process? A cleaning professional may value the improved ergonomics and dust reduction of a backpack vacuum, while the CFO may value the improved safety and productivity that is a result of those benefits.
3. Understand the Real Question
When a client asks a question, why are they asking it? It’s important to understand what is motivating the question. Ask follow up questions and probe further to determine what is really on their mind. Taking a few moments to do a ‘needs analysis’ will help you more fully understand the decision makers motivations and guide them towards the right solutions.
4. Differentiate From the Competition
Identifying key decision makers and their motivations isn’t enough, you also need to convince the customer they should buy from YOU. Make sure the customer understands your unique business proposition. Articulate to each decision maker why they should continue to come back to you and your distributorship. Ultimately, how are you differentiating yourself versus your competition? At ProTeam we pride ourselves on superior customer service, timely and reliable delivery, durable machines and exceptional training. What sets you apart?
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