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The Ruby Group | Akron and Columbus, OH

Closing Sales

But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).

The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”​ If, in the first few minutes of conversation, you don’t convey through your questions or comments that you understand something about the company’s goals or the challenges it faces, the interaction will be short-lived.  You’ll be perceived as “just another salesperson.” 

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much.

Remember this rule when meeting with potential customers at your trade show booth:  The essence of selling is not telling; it is asking questions and sharing third party stories that will help your prospect self-discover his own need for your product or service.  People do not buy features and benefits; they buy solutions to problems.  If you want to stand out from your competition, stop overloading prospects with information and brochures.  Start asking thought and emotion provoking questions.

Reaching out to customers via mobile messaging has proven to be an effective strategy to grow both revenues and customer loyalty. If your business doesn’t run a mobile messaging campaign, then may be time to start.

Many sales managers attempt to manage their salespeople by “managing” their numbers. You can track numbers, but you can’t actually “manage” them any more than you can manage the weather. But, it is from the observation and analysis of the numbers that you can identify pathways for improved performance.