Yesterday I had the opportunity to work with two very
experienced process control engineers as we prepared for
and then participated in a lengthy meeting with a panel of
technical managers at a large manufacturing company. Each
of these knowledgeable gentlemen were twenty-plus year
engineering veterans of their company.
My function was facilitator, keeping the meeting on track
so that we could accomplish our goals, chief of which was
to collect the necessary information to solve their complex
issues and furnish a quotation for their immediate project.
I do not pretend to be a process engineer. Any pretending
would be quickly revealed and mistrust would surely ensue.
There is no shame in admitting your limitations and
bringing in qualified experts to provide technical support
and assistance.
None of us can be experts in everything. Customers
appreciate being able to speak their language and having
their audience understand it. In this manner, they feel
confident that there is an open communication channel and
their needs are clearly understood.
Our engineers worked all afternoon, evening and early this
morning preparing a sixteen-page proposal which I delivered
to them this afternoon. They appreciated this extra effort
as their need is immediate. We could have their purchase
order and down payment as early as tomorrow!
Yes... you read correctly; a down payment. In this case,
50% of the order value. When a partial payment is part of
the order process, the customer becomes committed and
serious. We cannot afford to spend 20-30 hours of
preparation and order components without such commitment.
In like manner, our customer expects the same commitment
and dedication from us. They expect us to proceed in a
timely manner, communicating with them regularly throughout
the process and delivering their system on-time.
These same sales principles can be applied in a variety of
industries and services.
1. Search out and pre-qualify customers who need your help.
2. Research their credit worthiness, financial strength and
reputation.
3. Be certain that they have a clear understanding of your
capabilities, products and services.
4. Learn everything you can about their operations and
needs.
5. Quote expectantly. Do not hesitate to ask for their
business.
6. Do not be shy about making a solid profit. It is why you
are in business.
7. Negotiate payment terms up-front. Be direct.
8. Over-deliver on your promises.
Sales is so much about communicating clearly. When everyone
is on the same page, errors and disappointments are less
likely. No customer expects perfection, but they do demand
your best effort and attention to their needs. Keep
communicating and you will likely keep selling.
----------------------------------------------------
Daniel Sitter, author of both Learning For Profit and
Superior Selling Skills Mastery, has garnered extensive
experience in sales, training, marketing and personal
development over a successful twenty-six year sales career.
Visit his resourceful blog at http://www.idea-sellers.com
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