If you are going to maximise your chances of kicking a new piece of business straight between the posts, you’re going to have to do a little more than that. A lot more actually, including Kohls Customer Feedback. Top performers are able to blow their customers away both with what they have to offer, and the way they go about offering it. Here is what they know, which you can use right now.
The product. First things first: how do you feel about what you are selling? Is it something that certain types of customers absolutely 100% have to have, or is it something that is ok-ish if you’re in the mood? You know, everyone gets excited about something, whether it is industrial lubricants (you know, the sorts of things that keep big manufacturing machines turning and therefore contribute crucially to the growth of the business).
The point is, if you aren’t wildly passionate about what you are selling, then you are selling the wrong thing. Find something that blows you away and you’ll find it almost natural to impart that passion to customers who will find it much harder to resist. So let’s say you love what you are selling and are totally obsessed with its ability to add immense value to your customers’ lives.
Does your pitch reflect that? Do you get up and jump around the room when you talk about it, or are you more comfortable sitting still in a chair and running through a laptop-based presentation? Know this: the amount of enthusiasm that you display is directly proportionate to the amount of enthusiasm your customer will perceive.
You don’t want to be a clown about this; if you really did jump up out of your chair you would probably put people off. But you score big points if they sense that you are only seated out of respect for them (Kohls Customer Feedback).
Passion and excitement is contagious and if it is genuine, it is almost impossible to ignore. You need to be sure you know what you are talking about though. If you are proclaiming unfettered devotion to a product you don’t fully understand.
Sales and marketing – Which prospective customers should you focus on? So who should you be working on? If you feel a prospect presents a less-than-50% chance of doing business with you, walk away. Above 50%, you are starting to get warmer.
The top performers tend to play in the 70% and upwards category, which are far fewer and further between, but which lean toward the ‘ideal customer’ category, making them significantly easier to close. That probably doesn’t sound all that easy, and in fact it isn’t.
