Many service firms make
their customers jump through hoops to do business with them. Think about your
average bank. Insurance firm. Car dealership. Phone company. Utility provider.
The sales winners collaborate with the buyers in two key ways.
1.
They educate with new ideas and perspectives and
they collaborate with buyers throughout the sales process.
2.
They stand out because they are more responsive,
more proactive, and easier to buy from.
·
They are accessible, they are easy to reach out
and start a dialog with and many of them themselves reach out proactively to
targeted prospects.
·
They are quick to respond to inquiries from new
and existing customers alike. They take less time to respond to inbound leads
and inquiries, turn around proposals faster, and get to proposals quicker. This
significantly cuts their sales cycles.
·
They cut out complexity. There are 12 configurations
and 3 service levels but the buyer wants you to tell which one is right for them or at least help narrow
down my options to a manageable few (while avoiding costly mistakes).
·
They ask great questions, test potential
scenarios, and in the end give buyers a manageable number of options to choose
from often along with a recommendation of which one is right for them.
·
They drive the sale forward because if you
don't, nobody else will. Not in a pushy way but by simply ensuring each step
has a logical next one, all the while maintaining momentum and ensuring you
work towards a timely and logical conclusion of the sale The buyers too will
appreciate someone being on top of things, moving them forward, and holding
them for doing what's needed to move things along.
·
Great sellers don’t have hang ups about asking
for a decision when the time has come. There's a logical point in the sales
process where the only thing left to do is make a decision. Many sellers are
afraid to ask their buyers for a clear yes (or no) when that time has come.
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