If you really want to elevate yourself above the average sales
person, become a business person.
Business people ask questions like:
this purchase increase sales?
will it take to implement?
of resources do I need to accomplish this task?
this put me ahead of my competition?
happen if I don’t make this purchase?
Do I have
the support of management?
decision be a career-ender if it goes badly?
To make sales to business people you need to think and act like
them. Put yourself
in their shoes and answer the questions about your product listed
above. Once you go
through this exercise and have this discussion with your prospects,
they will see you in a very different light.
They will see you as a serious, professional business person
and, hopefully, a partner.
Yes, they know are a sales person.
But, not like the usual suspects that call on them.
One other benefit – When you go through the business/numbers side of
the deal, your prospects are less inclined to ask for discounts
because you have done your homework.
If they do want you to start lowering your price, you can
always go back to your business case on why lowering the price would
not be a good idea for either of you.
– List four more business questions to discuss with your prospects.
– Once you have a team of sales reps that think like business
people, your profits and commissions will start going up and never
come down. Don’t
settle for less than top notch sales and business professionals.