The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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Last week I promised you some additional tips to better prepare for your sales calls. Remember, just five more minutes?

Resist the urge to go on that sales call partially prepared: Let’s face it, that’s what the vast majority of salespeople tend to do – they rely too much on verbal fluency, hearsay, and their own opinions – they don’t bother to uncover any real information about the prospect. Why not give yourself an edge by preparing? You’ll stand out from the crowd.

Let’s look at positioning: How are you seen in your market? Yes, you! Not just your company, your product, your sales manager, or your sales team as a whole…How are YOU perceived?

Write down the 2 or 3 words your customer or prospect would use to describe you. Be honest. If I called your customer would they describe you this way? What have you done to deserve this description?

Your personal positioning is paramount to your success. Are you a value resource to your customer? Or are you more of a nuisance? Why would time spent with you be valuable?

Take five extra minutes and ask yourself:

• What do I know about this customer’s needs and wants?
• What have I done to understand this customer’s buying cycles?
• Who is the decision-maker? Are there other people who might influence a buying decision?
• Do I understand this customer’s most pressing issues?
• How have I distinguished myself from my competitors?

If you’ve done the above – and done it well – the customer’s description will truly position you well. Isn’t that worth 5 more minutes?

Submitted by: Richard Dickerson

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Bill Brooks, founder and CEO of The Brooks Group speaks about how to handle price pressure from prospects and offers some proven strategies that will help you sell value and get out of the deadly price-cutting race for good. This presentation was held at the historic Carolina Theater located in downtown Greensboro, North Carolina on December 5th, 2003.

We’ve taken the principles of this presentation and built a training seminar designed to teach you the specific techniques that you need to stand firm and get your price without losing the sale — even when you’re facing intense price pressure. Gain the skills and the knowledge that will make full-price / full-margin selling a reality at your organization. Click here to learn more about this practical seminar on June 15th Or contact us for more information about getting a customized version of this program for your sales team.

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Is your prospect just a prospect or do you have a deeper connection with them. Listen to how Bill tells us how important it is to connect emotionally with your prospects.

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This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the “itunes” icon on the sidebar to take you directly to our podcast site.

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