The following reprint of today’s “makingthenumbers.com” sales tip is a solid testimonial to the importance of probing, trial closing, and listening within the sales process…
In most states you can turn right on a red traffic signal, but the law requires you to come to a full stop before you do.
In sales, it is vital that you work with a specific detailed pre-call objective so you know exactly where you are going (or want to go). Before you get into gear, come to a full stop!
Not just a “How you doin’ today?” or “How are things?”
That’s not a full stop.
You have to ask specifically, “Is your quarter coming in on schedule?” “How is the new production manager working out?” “Is the new product launch of your competitor having any real effect on your key customer?”
Then let them say what they want to say. Let them tell you what is on their mind. They might tell you some things that you can play to when it’s your turn in the barrel. They may tell you they are having a “bad hair day,” and in that case you might decide to cut them some slack, cut short your call, and sell in a future appointment as a professional courtesy.
One way or the other, test the water before you take the plunge.
Not only the temperature, hot or cold, but the depth and what’s on the bottom as well. Give them a break. They will give you the business in return.