Tips to Control the Sales Process
In a post for the Customer Collective, Frank Belzer offers up some tips on controlling the selling process.
“Sometimes sales people have to navigate dangers and there are points in every sales relationship where things could and often do go disastrously wrong,” he writes.
Belzer says, often times, too many sales people jump and do what the prospects ask rather than helping the prospect work within their process.
Start off in control
He advises talking to the right person, describe your process, let them know how you want to be treated and communicated with going forward.
“These topics are hard to address once the ball is rolling,” he writes.
“There will be numerous attempts by the prospect to get into the driver’s seat and to start calling the shots,” Belzer writes. “Be prepared and don’t let that happen.”
Allow them to feel in control
Belzer says the best sales people are excellent at doing this.
Also, he adds, by following a criteria based and staged sales process, you will know when to move on and when to stand still.
For more on superior sales, read Belzer’s full post here.