<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&amp;ev=PageView&amp;noscript=1">
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

11 Top Business Apps Every Business Owner Should Have
Feb. 25, 2021 | Posted by The Alternative Board
As an entrepreneur, you handle an onslaught of tasks day in and day out. You are often juggling a multitude of jobs. Competing priorities make being organized and focused on the end goal even more...
5 Tips for Hosting a Virtual Conference
Feb. 23, 2021 | Posted by The Alternative Board
The business landscape has undergone seismic changes since the beginning of the pandemic. Workplace environments are being re-evaluated, with potentially huge implications around the corner. Another...
Tips on Using Artificial Intelligence to Boost Productivity and Profitability
Feb. 16, 2021 | Posted by The Alternative Board
For years now, large-scale businesses have been employing Artificial Intelligence (AI) to help drive productivity and high performance. This same technological advantage is available to small...
14 Ways Business Leaders Can Maintain a Positive Mindset During Stressful Times
Feb. 12, 2021 | Posted by The Alternative Board
To be successful, you need to have a positive mindset. But how do you keep your spirits up when you are a whole year into a pandemic?  COVID-19 has dramatically changed the way we live and work....
3 Tips on Vetting Your Most Promising Job Candidates
Feb. 4, 2021 | Posted by The Alternative Board
It would be nice to think that every applicant to a job opening at your business is always telling the truth in their resumes, during their interviews, and throughout the hiring process....
3 Tips for Rethinking Your Business Model
Feb. 2, 2021 | Posted by Phil Spensieri
One of the important lessons the COVID-19 pandemic has taught many business owners is that business agility is a key component to running a successful business. Business owners are challenged more...
8 Ways to Keep Your Employees Accountable in a Virtual Environment
Jan. 29, 2021 | Posted by The Alternative Board
Remote work is the new normal. In fact, remote work was gaining ground even before the pandemic hit, and with the start of 2021, many IT companies have permanently taken this route. However, there...
How to Measure the Success of Your Team
Jan. 26, 2021 | Posted by The Alternative Board
Having an engaged and high-performing team should be a top priority for every small business. A talented individual is always a big asset, but when you put several such individuals, there’s no limit...
How to be more Productive in your Business
Jan. 22, 2021 | Posted by Jodie Shaw
In recent years, The Alternative Board (TAB) released a Small Business Pulse Survey, which focused on the time management and productivity challenges business owners have. We found that almost...
Attract New Talent to Your Team in 2021
Jan. 19, 2021 | Posted by The Alternative Board
Like all other facets of society, the business world has undergone seismic changes in the past year. However, one operational element—the recruitment and hiring of quality talent—remains unchanged....