In a recent sales and marketing industry study, it was noted that the sales representatives’ strongest sales skill is PRESENTATION, while their weakest area is HANDLING OBJECTIONS.

This is so traditional that it does not surprise me. It is a strong indication that the sales profession continues to be a “dog and pony show”. In other words, the sales representatives are more concerned about the products/services they offer, and how the sale will affect them, than they are about the customer and his/her interests or concerns.

Sales people, like all others, like to stay within their comfort zone. Therefore, they choose presentation instead of first establishing rapport with the customer. The sales representatives should instinctively set parameters; qualify the specific buying motivators; determine their financial capability and their hierarchy for decision making. Upon completion of each of these steps, then and only then, is it time for the presentation.

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What is the most important part of a salesperson’s job? It is acquiring new business while maintaining the business we already have. Therefore, if that is the most important part of our job, what must we possess in order to make a difference? We do require appropriate behavior but that is not the top answer. We need prospects and customers.

Ultimately, prospects and customers are the most important component in our jobs. We have to relentlessly consider the needs of our prospects and clients in terms of when they want to be contacted or visited, what are their needs and desires, and what can we do for them in order to satisfy those needs and desires.
With this in mind, when is the best time for you to be contacting and spending time with prospects and customers?

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Sales training in today’s economy will contribute more to your bottom line than any other activity. You will see how sales training will affect budget cutbacks, sales incentives, new product launches and personal growth.

Let me share with you the story of two different clients. Last August, I was scheduled to conduct some sales training for dissimilar clients: Client A and Client B. Each sales team was having difficulty meeting their sales targets.

Client A’s training was postponed until the New Year due to budget cuts. Why do suppose their training budgets were cut?

The primary reason is sales were down. Client A chose to punish or penalize the sales force by cutting training budgets and other sales related activities.

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Let’s face it, people buy from people, particularly people they trust and like, and people who remind them of themselves. Trust and understanding formulate a sturdy foundation for a solid relationship. Therefore, it is important that a sales professional learn how to quickly build rapport and gain the prospect’s trust.

There are a number of factors to consider in order to create a satisfying relationship with a prospect. First you must establish trust. The quickest and most effective method is to develop a strong rapport with the prospect. Then, you can proceed to ask specific questions and acquire further information once a beneficial rapport has been established and the prospect trusts you.

Without trust, the prospect will not willingly answer any questions. You are about to discover the most important first step in the selling process of the Velocity Selling System.

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