Everyone seems to have a different opinion on what really works in obtaining leads, and then nurturing those leads through what is often a painfully long sales process. And today, even though we have so much more available to us in the way of information, what still matters most is that at the core of each sales process, is the art of relationship building.
Try to get yourself in the head of your customers. Talk to them. Ask them what questions were going through their mind when they decided to start looking for a solution like yours. What is it that everyone in your audience or market needs or desires?
The human side of sales should never be underestimated, and needs to be managed throughout the entire process. All of the technology that we have are extra tools that will help us, but mean nothing without the human interaction.
In sales, as in many other careers, as skilled and knowledgeable as we are about our services or products, we are always going to be the ones to drive the sale, or sell the idea, or convince someone that our company or our product is the best one for them.
In sales, everything that you are made up of – every trait that you have will be utilized at some time during the sales process – which is why you cannot be "lacking" in any one of them. You could be the smartest guy on your subject, but if you have a negative streak that goes far and wide, you are going to turn people off before they even get to hear what you have to say.
If you are in sales, you need to be running like a high performance engine – with each part working in harmony with the other.
If you are going to succeed in sales today, you need to generate leads. That's a no-brainer. However, it doesn't end there. Once you have these leads, you now need to be sure that you qualify them, or you will have a sales funnel full of false hopes.
You have a chance during those first meetings to really get to the core of your prospect's needs, so here's what you should be doing instead of just focusing on the "pitch"..Keeping the following questions in mind will help keep you on track, and ultimately prevent any dead end leads from clogging up your sales funnel..