Many entrepreneurs find it hard to get a potential client to commit fully and make the decision to purchase a product or service. After hours of salesmanship and product details, maybe even a dinner or two, you find that your potential sale is still left in limbo. If this is happening to you or your sales team too often, maybe you should try a few of these rules that have proven fruitful and most effective when the conditions are right. Well, maybe they’re more like guidelines than actual rules.
Find the clients who have the pain you can take away. Make sure you are talking to someone whose need you can fulfill and that will be satisfied with your product or service. The last thing you want is for you or one of your sales team to force someone into buying something they didn’t want or need, just for a sale. This is a sure setup for bad reviews in the future.
Make sure the person or company you’re trying to sell to can afford the product you are trying to sell them. They may want to buy your pain relief, but having a nightmare collecting payments over the coming years, or watching them go under isn’t going to help anything. This may not apply if independent financing is made available, though.
Do the research and know that you are talking to the right person. Much time has been wasted by folks who have put in the hours needed to make a sale and then been told by the prospect that they will have to get approval from someone else. Find the decision-maker who can spend the money and you will most likely be talking to that “someone else”.