Turn Your No Client Into a Yes Client! Columbus OH

A lack of preparation may be the biggest deal killer there is. When it comes to connecting with buyers, you must know three areas — and know them well. These include: their company; their competition; and your product or service.

Success Catalyst
(513) 325-8288
3288 Cherryview Lane
North Bend, OH

Data Provided by:
Sandler Training by Roth & Associates Inc.
(513) 753-9400
4357 Ferguson Drive
Cincinnati, OH

Data Provided by:
Confidence Builders International Inc.
(513) 336-9194
7577 Central Parke Boulevard
Mason, OH

Data Provided by:
Apex Awards
(513) 923-3800
5715 Cheviot Road
Cincinnati, OH

Data Provided by:
Atticus Consulting, LLC
(513) 519-9209
9838 Village View Court
Blue Ash, OH

Data Provided by:
The Training Guidance Group
(513) 297-3977
3109 Markbreit Avenue
Cincinnati, OH

Data Provided by:
Sheet Metal Workers Local 24 JATC
(513) 821-8120
1579 Summit Road
Cincinnati, OH

Data Provided by:
SparkPeople Inc.
(513) 241-6470
4392 Marburg Avenue
Cincinnati, OH

Data Provided by:
Eagle Inspiration Training & Development
(513) 793-9582
10901 Reed Hartman Highway
Cincinnati, OH

Data Provided by:
Carew International, Inc.
(513) 621-0229
3805 Edwards Road
Cincinnati, OH

Data Provided by:
Data Provided by:

Turn Your No Client Into a Yes Client!

Provided By: 


5 Trigger Tips to Closing Bigger Deals in Less Time

By Joe Takash

Think of all the time you have put in and the energy you’ve exhausted on attempts to cajole client contacts who love to say “no” but can’t really say “yes.” It can be a frustrating, morale-beating process. It also happens to be bad for your business’s bottom line.

Making a connection with the buyer, the individual who can say “yes,” isn’t always easy. Aim low or aim high and, well, you know what you get.

The following tips are both necessary and instrumental for getting bigger deals in less time, from the people who have the authority to say “yes!”

1. See yourself as a peer.
Before we get into approach, answer this: Are you confident enough to dialogue on equal ground with the big wheels that run the show? You would be shocked at the number of grown adults who will answer this with a “yes” to others, but say “no” to themselves in subtle, counterproductive ways.

Trigger Tip: To view yourself as a peer, use positive self-talk and manage that internal cynic. Remember, how you present yourself is stronger than any service or product you offer. A strong handshake, a confident personality and voice, and the right mental attitude can make a huge difference.

2. Do your homework.
A lack of preparation may be the biggest deal killer there is. When it comes to connecting with buyers, you must know three areas — and know them well. These include: their company; their competition; and your product or service. Do these seem like no-brainers? You’d be surprised how many service providers don’t know when a company was founded, what their mission statement says, who their biggest clients are, or how they fare against the competition. As far as knowing your own product and service, read on.

Trigger Tip: If you haven’t made Google your best buddy, start today. It will swiftly allow you to collect information about the companies you target, and often the professional resumes and personal interests of your buyers.

3. Speak in sound bites.
When you have the chance to speak to the buyer, get to the point and remember that less is more. Too many service providers ramble on aimlessly about what they’re selling and can kill their credibility because of the confusion they create about their product or service. Decision-makers want you to be brief. Granted, when you get those few moments to audition, it can feel like a pressure cooker. So, prepare ONLY information that demonstrates how buyers will benefit and what their return on investment will be. If you don’t have this ready to be delivered in 15 seconds or less, practice.

Trigger Tip: For every piece of information about your service or company you prepare, ask the questions that your buyer would ask, such as: “So what? or “What’s in it for me?” These force you to always speak in benefits-focused, buyer-friendly language.

4. Ask great questions.
Conventional sales jargon used to be “ABC” ...

Click here to read more from Home Business Magazine

© Copyright 2013 Home Business Magazine. All Rights Reserved. Privacy Policy | Terms and Conditions
Infoswell Media