In my previous blog, I wrote about assessing need before you pitch and present deals. Understanding the motivations of your buyers can greatly increase your opportunity for success. So what’s next? There are two key steps and some critical questions that will help you define what it is you are presenting.
Step #1: Prepare people to expect your sales proposal or request. Never send something unsolicited, unexpected or without preconceived value to the buyer. How do you do that? By calling, emailing, texting, or calling on someone’s office face to face.
Step # 2: Prepare yourself to Re-treat, Re-evaluate, Re-approach your contact.
If we don’t close a deal— it’s often because we gave up at the first “no.” With innovative brainstorming, gentle persistence, and the three R’s, Re-treat, Re-evaluate, and Re-approach; we can often turn an initial “no” into an eventual “yes”– all the while creating a WIN-WIN-WIN relationship that benefits everyone involved. When people reject our request, it’s often because we didn’t make our offer sufficiently compelling (what’s in it for me?); we ignored their needs; or simply failed to clearly define the value or long and short term benefits of what we are selling.
How can you anticipate ahead of time why your deal might not appeal? Ask yourself:
- Is what I am asking for (time, money, people, resources) reasonable?
- Would what I am offering appeal to me personally? My mother? My next door neighbor? My current client base?
- Do I have the answers to all the questions that might be asked of me? If not, am I prepared to get the answers within 24 hours?
- Can I deliver what I am promising?
By preparing and troubleshooting ahead of time, you can often nip a “no” in the bud. If you package and pitch your deals with that in mind, you can often turn an initial “no” into a “yes.”