A Successful Sales Call Requires a Focus on the Outcome

first_img Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now When planning a sales call, you might want to start by creating an agenda, the topics you want to cover with your dream client. You might also want to make a list of questions you want to ask to gain clarity on where your prospective client might need help and how you may assist them. It’s also helpful to make a list of the questions your prospect may ask you, based on any prior conversations or promises you made. While these are good and necessary, it isn’t how you plan any client interaction. Instead, you start with the end.What do you want to happen at the end of the meeting? What do you want your dream client to agree to do next?You start with the outcome and design the agenda and plan the interaction to deliver the result. You work backward from there.What Is the Outcome?At the close of the meeting, what do you want your prospective client to what do you want your dream client to say yes? In almost all cases, you want them to agree to take the next step, and the next step is almost always another meeting.If you have a great first meeting, what you might call The Commitment to Explore, the next meeting may be to Collaborate or start building Consensus around Change (you can find more about how to gain these commitments in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales). Alternatively, you might need another meeting to go deeper into why your dream client should consider changing.Everything you do should lead to what you want to happen next, even if the nonlinear nature of sales requires you to be flexible enough to make adjustments that move you forward when your prospect needs something different from you.No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. How Do You Get There?What has to happen in a meeting to make it likely that your prospective client agrees to take the next step?First, you increase your odds of getting to your next yes if you prepare for the meeting. Do you have insights and ideas you are prepared to share with your dream client? Have you done enough preparation to have a theory about why they should do something different? Do you have a robust value-creating agenda? Can you create enough value in this meeting to earn the next meeting?Second, you need a next step that is valuable enough for the contacts you are meeting with to agree to the next one. Your sales process might provide reliable guidance on what you need to do next to increase your chances of winning a deal, but if you can’t translate that next step into words that cause your client to believe that it is valuable for them, you are going nowhere fast.Why should they follow you down the path you are taking them? What do they get out of the meeting, even if they never buy from you? What do you have to trade in value to tip the balance in your dream client’s favor so much that a yes is not only likely but all but certain? When you can answer this question, you improve your odds of linking meetings together in a way that enhances your control of the process (a critical concept and skill for salespeople).Without knowing the outcome and how to achieve it, you jeopardize the result you want. You also lose control of the process, and you increase the odds that you chase your dream client. Focus on the outcome, and work backward from there.last_img read more

Tribute on the Passing of the Rt. Hon Edward Phillip George Seaga from the Jamaica Chamber of Commerce

first_imgJamaica has lost one of its most accomplished sons in the passing of the Most. Hon. Phillip Edward George Seaga. Few of our leaders have had his breadth of vision or have exceeded his foresight in creating and championing critical and transformative institutions that served – and continue to serve – our country well.From the HEART Trust/NTA, the Urban Development Corporation, the Jamaica Stock Exchange and the Jamaica Unit Trust; to the Jamaica Mortgage Bank, Students’ Loan Bureau, Agricultural Credit Bank, EXIM Bank and JAMPRO, Mr. Seaga’s unique imprint as a visionary institution builder, is unparalleled. These entities have had a significant impact on the nation’s social and economic environment.What is also noteworthy, and perhaps not as well known to younger Jamaicans, was that the former Prime Minister saw earlier than most, the scope for the development of Jamaica’s cultural and creative industries both as a means of celebrating the Jamaican spirit as well as a foundation for the growth of industries that would help to establish the nation as a creative hub. His role in taking ska to the wider world and in being a pioneer in the recording industry as well as in launching the Jamaica Festival movement and Things Jamaican are accomplishments that illustrate just how wide-ranging were his interests and how impactful were his contributions.This eclectic span of interests – in sport, music, art, dance, business and, of course, politics, coupled with his abiding faith in the talent of the Jamaican People – equipped him admirably for passionate service to the Country he loved so deeply.The nation is poorer for his passing. We extend our deepest condolences to his wife Carla, children Christopher, Anabella, Andrew and Gabrielle, his family, colleagues and friends.For further information please contact the JCC President, Lloyd Distant Jnr.Telephone: 876-922-0150 Email: [email protected]last_img read more

Harper signs agreement with Yukon territorial government

first_imgAPTN National NewsPrime Minister Stephen Harper continues his annual tour of the North.In the Yukon, he’s signed a new resource development sharing deal with the territorial government.The deal was signed at the Minto copper and gold mine.That’s where the Selkirk First Nation holds sub-surface resource rights and the band receives royalties from the mine.The resource sharing agreement will increase mineral revenues for both the Yukon and First Nation governments.But at the Minto mine site, the Selkirk chief said environmental concerns will still be a major priority.last_img read more