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Trying To Get Foot Back In The Door

Author: Paul Cherry Date: Jul 26th, 2014 Category: Business Practices

Paul,

What am I doing wrong? John and I met a few weeks ago to discuss his company’s interest in my products. I felt like we really hit it off. We had a great meeting, he asked a lot of questions, and told me to call him in a few weeks after he got back from a conference. I have called him five times now, and he has not returned my calls! What do I do?

Sincerely,
Trying to Get Foot Back in The Door

 

Dear Trying To Get Foot Back In The Door,

You made a common mistake when you ended your meeting with John. Instead of agreeing to call him “in a couple of weeks” you should have said something more specific like, “John, I am so glad we got to talk. So we don’t play phone tag, let’s pencil in a time and date that would work for us to reconnect on this issue.” Using this tactic holds both parties accountable by setting a date and time for your next meeting.

Getting Squeezed on Price

Author: Paul Cherry Date: Jun 27th, 2014 Category: Business Practices

See how “Getting Squeezed On Price learns how to sell value and protect his hard-earned margins…

 Dear Paul,

I am working on landing what could be a huge opportunity. But the buyer only wants to squeeze out any margins in order to get a lower price. I’m desperate to win this account because it means I’ll hit my quota. I’m meeting with Susan the buyer this week. What do I do?

Sincerely,
Getting Squeezed on Price

#1 Question to Snatch Business from Your Competition

Author: Paul Cherry Date: Jan 29th, 2014 Category: Sales Questions

Last year, your customers bent over backwards to save money. Now that it’s 2010, they must shift their focus toward how to make money. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins—start with this one:

“What will it take on my part to win that portion of the business you’re currently giving to our competition?”

Using Comparison Questions to Gain Customer Insight

Author: Paul Cherry Date: Jan 15th, 2014 Category: Sales Questions

The comparison question is a crucial part of your selling skills arsenal. It can open up several avenues to further the sales call discussion, such as events in your customer’s past and hopes for his future. It can help you gain access to an organization’s inner workings — uncovering conflicting interests among its employees. Here’s how to change an ordinary question into a comparison question:

Ordinary question: “What are your goals?”

Comparison question: “What do you want to accomplish in the next twelve months compared to where you were one year ago.”

Getting Customers to Look toward a Future With You

Author: Paul Cherry Date: Jan 13th, 2014 Category: Sales Questions

VISION QUESTIONS prompt your customers to consider a positive future as a direct result of doing business with you. Vision questions help your customers discover how much better their business situations will improve — once they implement your sales plan. Here’s an example:

“If you could implement the changes we’ve discussed, how do you envision your job (or career) 5 years from now?”

Vision questions unleash your customer’s view of the future and make it clear what needs to be done to accomplish these goals. Vision questions open the door to how you, the salesperson, can be a vital part of your customer’s solution. Vision questions enable your customer to sell himself on WHY he needs YOU — instead of the other way around!