Here's how you can successfully wrap up a sale in a direct sales interview.

Vertrauen aufzubauen ist der erste Schritt bevor wir an ein Verkaufsgespr?ch überhaupt denken k?nnen. Dazu geh?rt ein echtes, individuelles Interesse am anderen. Man kann in diesem Schritt zuerst recherchieren: wer ist das? Was macht dieser Mensch? Was ist ihm wichtig? Was sind seine Herausforderungen? Was sind seine Interessen? Es gibt doch nichts Schlimmeres als das Gefühl zu haben ein 0-08-15 Anschreiben oder Telefonat zu erhalten, in dem man in wenigen Sekunden feststellt, dass der andere sich nicht wirklich mit mir besch?ftigt hat. Was Menschen hier meiner Erfahrung nach m?chten ist aufrichtiges Interesse und Anerkennung für ihr Status Quo.

Generar confianza y mantener una comunicación efectiva son claves en cualquier interacción con clientes. Escuchar activamente y observar las se?ales no verbales pueden proporcionar una mejor comprensión de sus necesidades y preocupaciones. Ser empático y reconocer el conocimiento y experiencia del cliente en su propio proceso permite establecer una relación de colaboración en la que se puede aportar verdadero valor y optimizar sus procesos de manera más efectiva.

Eine gute Bedarfsanalyse passiert über viele W-Fragen. Welche L?sung habt ihr gerade? Welche Herausforderung/Problemstellung m?chtet ihr mit mit dem Produkt l?sen? Was ist ein Must Have? Was ist ein No-Go...usw. Auch gut sind Skalierungsfragen: Auf einer Skala von 1-10: wie zufrieden seid ihr damit? Was br?uchte es für euch noch, damit ihr hier eine 10 angebt? Ziel muss sein, den Wert meines Produktes am Bedarf des Kunden auszurichten. Es muss für den individuellen Kunden Relevanz bekommen und hier dürfen nicht einfach s?mtliche Vorteile "heruntergerattert" werden. Den Wert hebt man zu dem noch mehr hervor, wenn man zuvor das Problem, was das Produkt besonders gut l?st, mit einer entsprechenden Story sehr anschaulich und greifbar macht

To highlight value, you need to demonstrate the impact your product or service will have on their lives and way of working. Ask open-ended questions to get to the bottom of their challenges. But don't stop there, once you know what challenges they are facing, find out what's causing these challenges. Speak into those areas. Ask questions like what happens if this isn't addressed in the next 3 months? 6 months? What have you tried to solve this? Once you have gotten the prospect thinking about these things, then you can make the value relevant to them. Imagine if you could... What impact would it have if you could... Etc.

Summarize the key benefits : Throughout the sales process, you should be uncovering the customer's needs and highlighting how your product or service addresses them. Summarizing these key benefits at the end reinforces the value proposition and your USP.

In my experience, the key thing is to be as conversational as possible while not deviating from the key points. Finding a middle ground between these two will not only determine the tone of the discussion, but gives you the opportunity to connect with the prospect on a personal level, thus fostering a long-term relationship.

Meiner Erfahrung nach ist es in diesem Schritt wichtig den Einwand hinter dem Einwand herauszufinden. Meistens ist das zuerst hervorgebrachte Gegenargument ein Vorwand. Hier gilt es mit Gegenfragen herauszufinden was den Kunden gerade wirklich an einem Kauf hindert (oft das Bedenken davor ein Risiko einzugehen und etwas Neues zu wagen oder eine falsche Entscheidung mit weitreichenden Folgen zu treffen). Wichtig in dieser Phase finde ich, dass versucht wird das Gespr?ch offen zu halten. Es muss nicht das erste Ziel sein den Kunden bereits (im ersten Gespr?ch) zu überzeugen. Sondern ihn und seine Bedenken ernst zu nehmen und die Diskussion offen zu halten.

One of the best ways to create urgency with a prospect is to cover the first step of the sales process, discovery. The key reason to do discovery is to uncover the challenges, pain, points, and holes in the floor that your customer or prospect is facing. It’s important to find a why do something,and a why now. Once you can identify what that is, and your customer agrees that the problems you have helped them identify are urgent - you build trust. If we do the right discovery at the beginning of the sales process, closing is simple. All too often we jump to our products and services way too early in the sales process. Don’t make this mistake, Discovery is the most important part of the entire sales process.

To create urgency, I emphasize time-sensitive opportunities within the biotech industry. This might include upcoming clinical trials, potential partnerships, or funding rounds that require key positions to be filled quickly. I also highlight the competitive nature of the biotech job market, citing data on the shortage of skilled professionals in certain areas. For example, I might mention that according to a recent BIO report, job postings in the biotech sector increased by 19% last year, underscoring the need for quick decision-making.

When closing, I summarize the key points discussed, reiterating the mutual benefits for both the candidate and the company. I clearly outline the next steps in the process, such as follow-up interviews or reference checks. I always aim to secure a verbal commitment or at least a timeline for decision-making. For instance, I might say, "Based on our discussion, it seems like this role aligns perfectly with your career goals. Can we schedule a final interview with the CEO next week to move this forward?"

When it comes to closing, make sure you have spoken to all role players in the buying centre and addressed all of their concerns. Also, ensure that you have highlighted the impact your solution will have on each of them. Then ask for the deal. What else do we need to do, to move forward? When would you like to start?

Closing the sale is a natural step for sales professionals. During this process, it's important to define the scope of work and set expectations for future reviews. Business reviews aka follow up are revealing to both the client and the solution professional. It’s an opportunity to discover gaps, and future plans of customer. The time also allows sales to share beneficial new offerings & best practices.

I have seen that customer have a tendency to forget specially in business today when offers can come from multiple channels and are packaged very well. Follow up is best way to stay in customers mind and it also helps bring a personal touch in building long term business relationships. While this should be done clear intent of having a good mutual business relationship.

Verl?sslichkeit schafft Vertrauen. Zeitkorridore und Absprachen sind mit Sorgfalt zu behandeln, damit st?rkt man die Zusammenarbeit.

In biotech recruitment, it's essential to stay informed about industry trends and regulatory changes that could impact hiring. I regularly read publications like Nature Biotechnology and attend conferences to stay updated. I also consider factors like funding environments, patent expirations, and emerging technologies that could affect a company's hiring needs. Additionally, I always assess cultural fit, as the collaborative nature of biotech research requires strong teamwork skills. These considerations help ensure long-term success in my placements.

I have been in direct sales for more than 22 years, here is what learned It is all about building trust, the customers buy for a need or pain, you have to know that by asking the right questions and addressing his need, don't make it about your products, simply make it about customers' needs and how your products can help them to achieve that need, do that and everything else is easy