Take These 3 Steps to Overshadow Any Selling Weaknesses & Win Respect

There are many components of selling and relationships and network-building that you have no control over - often, these are the components that rely on other people to take action. There is the "sales food chain" - the relationship between each vital cog in the proverbial wheels (customer-seller-management-other team members: everyone touching an adjoining link in the chain). And to best win the respect and the relationships with other members adjoining you on that chain: be responsive, take action and over-communicate.

1. BE RESPONSIVE

Clients and potential clients will do business with you because you respond when they ask you questions, because you keep them apprised of steps being taken to get their answers (even when you don't know them right off the top of your head, because they do not expect you to) and because you are reliable. They have enough going on in their business which requires their time, so the last thing they want to do is chase you down; customers will often buy from you because they can count on you. It is not always about price, it is not always about having the answer immediately - if you respond quickly, if you keep customers in the loop about the steps you are taking to get their answers or line up that meeting or provide promised resources, they will be happy. Certainly, there is a timeliness factor - you cannot let these items drag out unnecessarily - yet if you show respect and show progress, clients will respond in kind.

2. TAKE ACTION

Furthermore, take immediate action. Imagine how much impact it makes for a client's perspective and perception if you start sending out requests for information or tying together threads and jumping on client needs right away - in the meeting. We spend a lot of time differentiating our products and services, but also differentiating ourselves from the sales professionals who came and failed in the clients' eyes before. Far too often, your clients have made inquiries to sellers and seen no traction. If you jump on action items while you are sitting there with them, perhaps even managing to get them responses while you are sitting there, you're ahead of the game and you are poised to impress.

3. OVER-COMMUNICATE

We often grapple with the concept of following up and "checking in" - finding the right method by which to do it, to get responses and to avoid being too aggressive. A great way to aid this process that can absolutely garner responses is finding ways to stay top of mind. Did you find an article that made you think of your client and something they are endeavoring to do? Are you connected with them on social platforms where they can see material you share? Do you send any type of newsletter that is more of a passive approach which reminds your client that they may owe you a response? Stay top of mind: without necessarily having to constantly pester the prospect about buying, find ways to stay visible so they are seeing your name and brand. Marketing statistics support that it takes 5-to-8 "touches" prior to purchase, and each time your brand flashes before their eyes you are one step closer. I've had clients who do not respond to a few touchpoints confirming that I am operating on their timeline and ensuring that they have all deliverables while a deal is being built, yet they do respond immediately after a newsletter goes out in my name or after I send them an article in the morning that harks back to a conversation we have had.

A key to winning many games is "the hustle stats" and the selling game is no different. Do the things the other players are not doing or will not do (or don't know how to do effectively). But know this: everyone on the food chain wants attention and progress. You can stand out and gain trust and respect by taking quick action before any momentum is lost or before you get swept up in twenty other issues or activities that deter you from getting them answers in a timely fashion. In addition, by keeping your customer abreast of progress on getting them answers and on next steps, you not only stay on target but you also show your customer that you are serious about earning your business by being different, being better, being responsive, being their trusted advisor and being present for them.

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Carson V. Heady has written a book entitled "Birth of a Salesman" and sequels "The Salesman Against the World" and "A Salesman Forever" which take the unique approach of serving as sales/leadership books inside of novels showing proven sales principles designed to birth you into the top producer you were born to be. If you would like to strengthen your sales and leadership skills, go to https://www.amazon.com/dp/B073HN3SXQ

Heady posts for "Consult Carson" serving as the "Dear Abby" of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving.

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://www.facebook.com/pages/Carson-V-Heady/125078150858064?ref=hl , Twitter via @cvheady007 or e-mail at [email protected] or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/