Bob Beck Sales Training Tips

Scenario
You have approached your prospective client with a fabulous product or service. Your client keeps on telling you he will get back with you, asks more questions, but you still haven't been able to lock in the sale.

What's Happened
You have allowed your sales prospect to lead the sales process and put yourself in a subservient position.

Solution Selling
The best way for you to control the sales interaction is to apply a give and take relationship as soon as possible in the sales cycle. This is called the Quid Pro Quo sales approach. You need to be in control and not allow the sales prospect to control the sales cycle.

Scenario
You are invited to a meeting to present your product. Instead of being able to present the solution to the problem, you spent more time learning about the company.

What's Happened
You knew nothing about the company and sat in the meeting unable to present your solution because you were learning the fundamentals about the company and ended up wasting the time of top executives.

Solution Selling
Before you make any sales call to a client, make sure you have done your research and learned as much as you can about the company or the people your are meeting with. When you have some background you will be able to get right in and using a strategic selling approach, help solve the problem.

Scenario
You enter the meeting with your sales prospect and shared various information that had absolutely nothing to do with the problem at hand and your prospect lost interest in what you had to offer.

What's Happened
You didn't make the most of your presentation to highlight how your product or service will benefit the client.

Solution Selling
When you start your presentation the important tip here is to emphasize the benefits of product or service for their needs. Once you have their attention and interest, try and get the prospect to commit to a date they are looking to close the deal.

Scenario
You prospective sales client continues to call you asking various questions about this problem or that problem. You are unable to effectively answer their questions.

What's Happened
You haven't been asking the right questions to uncover the specific issues, problems or objectives of the company.

Solution Selling
Asking quality questions will help you get the answers to the issues or problems and give you the tool to learn whether your product or service will meet the client's needs.