Ask
A reminder to what we all hear, but often forget. If you don't ask for the sale you won't get it. This may sound simplistic, but many salespeople forget this basic rule. It's the most important sales tool you possess and also the most effective Of course you need to adapt and find the most effective way and best timing to "ask for it" for your particular industry and product - but you have to ask!
Tenacity
You are not going to close every deal on the spot. By implementing a good system to follow up will help you go from good to spectacular. During the boom times we often let follow ups slip. You can't really afford that in this economy.
One of the simplest ways is to enter a reminder in your email or CRM (Customer Relationship Management) program.
Then you can forget about it until it pops up due. This simple system can assist you following a prospect for years until you land the sale (or give up).
Them
Plan each point from their perspective.
Turn as many of your I's (meaning you personally and your company) into you's as you can.
For example, replace 'I think' with 'Do you think' or 'Wouldn't you agree', and 'I want' with 'Wouldn't you want?' This brings the person you're negotiating with more personally into the discussion.
Read more from Debbie Mayo-Smith:
• Are you putting your business at risk?
• Solving the dilemma of the missing email or folder
• Running a profitable business by smartphone, pen and pad
Fair
If you clearly have the upper hand, and the other party is vulnerable, don't be ruthless. This is not being weak - it demonstrates real leadership and is ethical. Besides, you may want to deal with the person again in the future.
And finally...
