orities can change, and competitors are also in the mix. How can a sales- person somehow get useful informa- tion about whether this sale will be coming in? The answer is simple: ask. Many salespeople, however, don’t. They fear bad news or worry it will annoy the prospect. The key is to ask the right way. “For planning purposes on our end and so I can make sure everything flows smoothly to make you happy, can I ask how likely you think it is that we will have this final- ized by the 31st?” Most prospects will answer, al- though usually conditionally: “Well, assuming we can come to agreement on the details and price, it’s definitely possible.” This is a good sign. If things go well, the deal can close by then. Or the reply may be, “Oh, didn’t I tell you? We have to push things back. If it does happen, it won’t be before next quarter.” Now it’s time to take this opportunity off of the projections for this quarter. What if a prospect avoids giving any an- swer at all? That can speak volumes: Don’t count on this sale being nearly as likely as one may have hoped.
5. Ask and get con- firmation along the way. Prospects know if they’re getting set to buy. If they are, they have every incentive to stay in close contact about it. When salespeople call or write ask- ing for details or clarification, it’s in their best interest to reply. Smart salespeople find reasons to ask to confirm things along the path to the sale. A speedy response is a good sign. Re- peatedly being ignored may be a clear indicator that it’s time to alert the manager that things aren’t rosy and not to count on this deal closing soon. Revenue from closed sales pays every paycheck in the company. Smart tactics make projections more accu- rate and success more likely. ; Wax helps teams sell more. He has two books on Amazon and can be reached at kenwax@gmail.com.
watch > like > follow
selection. solutions. simplicity.
eiko.com
23220 W. 84th St, Shawnee, KS 66227 · (P) 1.800.852.2217 (F) 1.800.492.8975
How would you
like to light today?
EiKO has the broadest selection
of any lighting manufacturer.
EiKO’s wide assortment of
traditional lamps, LED lamps
and LED fixtures will o;er you
multiple solutions to fill any
lighting need.
Easy ordering and exceptional
customer service provides
simplicity and helps grow your
business.
fluorescent
option 1: option 2: option 3:
LED lamp LED fixture
www.tEDmag.com Feb. 17 • the ELECTRICAL DIS TRIBUTOR 59
©
Y
U
R
I
A
R
C
U
R
S
/
IS
T
O
C
K
Smart sales- people find reasons to ask to confirm things along the path to the sale. A speedy re- sponse is a good sign. Repeatedly being ignored may be a clear indicator that it’s time to alert the manager that things aren’t rosy and not to count on this deal closing soon.
