Marketing – Page 76 – TP Javeton WebNet

Tips for Closing That Consulting Deal

Get the contract

There are several reasons why consultants ultimately lose deals they should have been able to close. Unless a client’s portfolio is poor, many consultants lose contracts because they either did not listen or they failed to speak effectively when attempting to convey what services they could offer that would help the client reach his/her goals.

Every consultant feels that the one thing they are able do well is talking the talk; but effective speaking is more of an art than a science, because if an individual – especially one who represents his/herself as a professional consultant – can’t effectively convey how his/her services are going to help the client, s/he won’t get the contract. It’s as simple as that.

Making the sale

Reflect Before You React –

Is it human nature to say the first thing that comes to our mind when we’re asked a question? Take a moment to think of what answer is best for the client. It will show that you put enough thought into your work and don’t just plow ahead. Your clients will appreciate that, because your best reaction is not always your first reaction.

Keep It Simple Superstar –

Just because you know the ins and outs of your business doesn’t mean that your client will. Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract.

You may have heard the saying that if you are speaking to a perspective client on the phone, you should stand up. Here’s why some motivational speakers highlight this technique: For many people, standing makes them get straight to the point.

Let the Client Talk –

If you want to learn how to best position yourself, find out exactly what the client wants and ask questions to home in on what their needs are. By asking questions, you gain a better understanding of how you can help the client, and the client feels that they are part of the solution. This gives you a chance to reflect on what you can offer your prospective client.

A Little Enthusiasm Goes A Long Way –

Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client onboard. Enthusiasm will open many doors for you.

Getting personal

It takes experience and a watchful eye, when you think about it, if you show your client that they are more than just another big deal for your portfolio, and you will learn how to best work with them. Treat all clients the same way, and you will find your schedule empty of projects. Remember that clients say things for a reason.

If they volunteer that they can’t talk right now because they are getting ready for Bobby’s birthday party on Saturday, on your follow up call, ask them casually how the party went. Don’t pry, and don’t send balloons. By casually asking about the party, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.

Remember that you need to sell to the customer’s needs, not your skills. Master this and you will have a long career as a consultant.

Among Great Sales Techniques, One Stands Out

We hear all the time about all sorts of methods and techniques for closing a deal in sales situations, as well as other approaches that are designed for us salespeople to gain more business with our customers and prospects. While some of these approaches can be useful, there’s just no substitute for what’s considered one the best sales techniques around.

The technique I speak of is building great rapport with your customers and prospects, and having them feel (or better yet, know) that you’re 100% committed to helping them attain their needs, wants, and desires; But this is not how many salespeople are doing it in their own businesses right now, is it?

Frequently people will get into sales because they see it as a way to make big money, but they then fall into the routine of being forceful in their sales approaches, trying to move the customer in the direction that is best for the salesperson, instead of for the customer/prospect.

The unfortunate reality is these salespeople don’t realize their customers can see what they’re up to. Somehow these salespeople feel they’re not telegraphing what they’re doing in any way that can be detected by the customer or prospect they’re working with.

With this in mind, just once I’d like to be in a clothing store and hear a salesperson say to the customer, “You know, that doesn’t look very good on you at all.” Any salesperson that would tell me this would instantly raise their level of credibility! Yet there are a great many salespeople out there trying to steer their prospects towards doing deals that may not be the best ones for the prospects, but they’re the best ones for the salespeople instead.

Those salespeople who still practicing the “me-first” method must know one thing. Once your customer/prospect picks up on this behavior, your relationship with that person is sunk! Now you’ve become just someone who “sells” to them, but they now know that they can’t trust your judgment and opinion. They have to determine whether or not the product or service will work for them completely independent of anything you now say to them.

Let’s face it, the type of salesperson we all want to work with is someone we like; someone who we feel has as their number one priority the best way to serve our needs. When we both like someone and feel they’re committed to serving our best interests, we naturally just feel ourselves wanting to work with them. The same applies for you, too, in your own business.

As an example, do you think if you were the one looking to buy or lease a product or service that you could sense if the rep you were working with had your best interests in mind above his/her own? If your answer to this is “Yes,” don’t you think the same applies with your own customers and prospects, too? Don’t you think they can sense if you’re serving their best interests or looking out for your own commission?

Sometimes, for whatever reason, some of us don’t feel our customers and prospects share our same intuitive qualities in this arena. And it can cost us big time, too, if we haven’t already become the kind of salesperson who always puts their needs before our own. Make sure you’re adept at developing great rapport with your customers and prospects, and make sure they always understand that serving their best interests is constantly your number one priority. Once you’ve mastered this in your own business, people will sense that you’re the best choice they could ever make when it’s time for them to buy. Best of luck to you out in the field.