Prospecting

A growing customer base is essential for any business but as competition grows daily, finding customers and proving you’re the best option can be a challenge. A well-oiled sales process can be the difference between standing out to new prospects and blending in with the rest of the crowd. Take the below four steps to ensure your sales plan distinguishes you from the rest…

When I ask business leaders this above question: Does The Culture Of Your Organisation Really Matter? . . . I get mixed responses. Some say, “absolutely,” or “Its essential,” while others say, “we haven’t really thought about it,” or, “we are trying to establish a stronger culture at the moment.”

Prospects make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and who is justifying the decisions.

Does this sound familiar to you?

Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.”

Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.”

Prospect C reveals, “We were hoping for a shorter delivery time.” The salesperson thinks, “I’ll have to push this through as a rush order to get the sale.”

My Mum was a funny lady and during my youth, she was constantly throwing riddles at me.

Some of her riddles came in pairs and the pairs typically had a point.

One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are.

Riddle 1: What did Tarzan say when he saw the elephants coming down the road? “Here come the elephants.”

Riddle 2: What did the elephants say when they saw Tarzan coming down the road? Nothing, elephants don’t talk.

Two weekends ago, I got to take my youngest daughter to a 4-year-old’s birthday party. I’d forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some rabbits and let the kids see them.