<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&amp;ev=PageView&amp;noscript=1">
Find out where you can get a Taste of TAB... our global events blast is on!
Search
word-map-thumb

The Alternative Board Blog

6 Sales Tips on Getting to “Yes”

Oct. 29, 2020 | Posted by The Alternative Board
Saleswoman getting to yes

Getting to “Yes” is every salesperson’s ultimate goal. But so many variables are involved that the process can be cumbersome and aggravating—with no guarantee that the goal will actually be reached.

If your sales team is experiencing difficulties achieving this all-important sales objective, here are tips to keep for your reps to keep in mind:

1. Be the expert on your company’s products or services.

It’s never OK to walk into a sales negotiation without a comprehensive understanding of what your company’s products or services can do. Armed with this thorough knowledge, it’s far more likely your salesperson can answer any question to the prospect’s satisfaction. He or she can highlight the benefits of your offering and specifically address how it addresses the needs of prospective customers.

Want additional insight? Download Easy Ways to Improve Your Company Culture

DOWNLOAD

2. Send pertinent materials to the prospect ahead of the sales presentation.

Well before your salesperson meets with the client (or confers over Zoom), it’s a good idea to send along relevant industry-specific content (a white paper, link to a blog post or “how to” article, etc.). By establishing value ahead of time, you facilitate a more expedient sales discussion and cast your business in a more favorable light.

3. In the sales meeting, ask questions and listen carefully.

Opting for a hard-sell approach is almost guaranteed to result in “No” rather than “Yes.” A better approach involves asking pointed questions that cause the prospect “to reflect on their circumstances and come to their own purchase conclusion,” notes HubSpot. Decisions that “a person comes to on their own always seem easier than one forced upon them by a third party.” Listen carefully to the answers and adapt the discussion accordingly.

4. Come prepared with “strategic concessions.”

Don’t rely on a strategy of spontaneously offering exclusive sales discounts or some other value-added concession. As we’ve noted before, “You may end up giving away more than your business can hope to get.” Instead, come prepared with key “strategic concessions” before talks get underway. Those concessions can placate the prospect and bring you closer to a “Yes.”

5. Focus on maintaining rapport.

Almost inevitably, a prospect will experience displeasure with some of your sales presentation. They may even say “No” much sooner than you might have anticipated.

Don’t let your salespeople give up at this point. Depending on the circumstances, you might “use short statements that let the prospect know it’s OK that he or she didn’t immediately say ‘yes,’” advises Customer Experience Insight. This allows the salesperson “to move on to the next step of reviewing [customer] needs, and determine what might have been missed on the first go-around.

6. Recognize when “Yes” may not be the best option.

Every salesperson wants to close a deal. It’s in their blood. But there will be times when negotiations end up in a place that might negatively affect your business, i.e., when the potential ROI is outweighed by the internal costs of production and delivery. Beware of prospects who appear too demanding in the initial sales call, or who are unwilling to budget from a specified price. These types of customers may not be worth your company’s efforts and resources in the long run.

Find out more about improving your sales process. Register for our free TAB Boss Webinar, “Sales with Truth and Integrity.”

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by The Alternative Board

Related posts

Business Success: Why Having an Accountability Partner is Key
Mar. 11, 2024 | Posted by Fernando Herran
In my time working with business owners, I’ve found out that in general, a common theme is facing challenges and key decision-making alone. On the other hand, I have also found entrepreneurs who have...
How a Global Organization Didn’t Miss a Beat During the Pandemic
Apr. 13, 2022 | Posted by Dave Scarola
I am fresh off of a TAB Summit in Amsterdam where we met in person for the first time in over 2 years with 20 Master Partners representing 16 countries. What a magnificent gathering. It was great to...
This Addiction may be Costing You Millions
Jan. 7, 2022 | Posted by Joe Zente, TAB Austin
Let’s be brutally honest. When you sell…: Do you feel anxious to tell buyers why your product, service, or company is great? Are you more comfortable talking & presenting versus asking tough,...
Tips on Grooming Your Business Successor
Aug. 2, 2021 | Posted by The Alternative Board
It may not seem possible now, but the day will come when you no longer run your business (either as a CEO or business owner). Recognizing this inevitability is the first step towards selecting and...
What to Tell Your Employees When Selling the Business
Jul. 29, 2021 | Posted by The Alternative Board
Selling a business is often a complicated process. One complicating factor for any CEO or business owner is determining what to tell employees about the pending sale, as well as when and how much....
When It’s Time To Sell Your Business
Jul. 15, 2021 | Posted by The Alternative Board
After all the hard work that goes into starting and maintaining a business, deciding years later to sell that business can be among the biggest challenges in a CEO or business owner’s career. You’re...
How to Ask Customers for Referrals
Jun. 7, 2021 | Posted by The Alternative Board
Spend all the money in your marketing budget and you’ll hopefully see some favorable results, particularly in new customer acquisition. But this approach will also consume a great deal of time,...
14 Habits Of Highly Successful Business Owners
May. 21, 2021 | Posted by The Alternative Board
Success doesn't happen by chance. Highly successful entrepreneurs share many habits, and they often incorporate small practices into their daily routine. We asked our TAB members what habits have...
17 Essential Traits of Successful Entrepreneurs - Part 2
May. 10, 2021 | Posted by The Alternative Board
In our last post, we began to review 17 Essential Traits of Successful Entrepreneurs. Here we will continue looking at additional great tips from the TAB community. #8 Endurance in the face of...