How you can clinch the deal

Sep 22 2008 by Carole White for The Journal

CLINCHING that all important deal is vital, but being the perfect salesperson is a difficult prospect.

The image of sales folk is somewhat tarnished – visions of Del boy spring to mind. So what is the key to a perfect sale?

You’ve Got to Get in to See People – remember people buy people.

Your objective is to make an appointment with the right person (the higher the rank the better) with three aims in mind:

To show your work

The style of your work maybe unsuitable for the company you are proposing to work for, so this ‘interview’ process saves time.

To identify opportunities

As you are meeting with one of the decision makers, it is an ideal opportunity to find out exactly what other needs the company has that you may be able to fulfil.

To leave a positive impression

A first visit shouldn’t really involve the hard sell. Gentle, probing questions should supply you with sufficient information to develop a selling strategy for future meetings. The next time you come in to see the buyer, they will know you a little better and not feel threatened by some aggressive sales person who won’t be leaving the building without an order. Of course you have to watch out for buying signals even on a first visit – ‘When can you deliver’ is a classic ‘I’ll sign now’ signal.

Your strategy to achieve a face-to-face is very straightforward; a simple letter and/or a phone call is all it usually takes, with a follow-up phone call to set the time and date.

The Visit

You’ve made your first impression on the phone, now it’s time to make an even better first impression in person. You must:

Look the part, Speak the part, Act the part, Be enthusiastic, Be optimistic, Use positive language, Listen. Is what you are saying helping or hindering your success?

Try role play or even better still, tape what you are saying to the client then analyse what went wrong or what went right at a later time.

On a final note – Always follow up. This keeps your name in the frame and implants what you have done and what you have to offer in the potential customers mind. Good Luck!

If you require any further support or advice, call TEDCO on (0191) 428-3300, email starting@tedco.org or visit us at www.tedco.org

Carole White is Building up Business Manager TEDCO