It was about two years ago when I closed a huge deal with a very large sports organization. The gifting needs they had spanned over three full pages of explanations including new hire gifts, gifts for visitors, congratulatory gifts, birthday, get well, new baby - you name it, it was on that three page spread. It took me over six months to get the business and upon the final award to Gourmet Gifts, I asked them why they chose me.
The main purchasing agent responded very quickly, "The answer to your question is simple Ms. Quintana. You took the time to understand our needs and you delivered exactly what we told you we wanted. Many other companies came in here and told us about how great they were and tried to sell us what they offer. You asked the right questions and delivered accordingly."
Wow. Ok wait. What exactly did I do right? I flipped the sales call. Instead of going in with a presentation about me, my company and what I have to offer, I gave them a short introduction and then used the rest of my time with them to ask the right questions. It's like having the answers to the test before taking it.
The Sales Flip is a concept I created immediately after that experience and I've been using it ever since and almost every single time I got on a high level sales call, it works. It was a huge turning point for me. I had been taught to sell strong, put pressure, don't accept no - you've heard it all. In today's economy and relationship building atmosphere, people will appreciate you valuing their time by listening.
Download The Sales Flip article that was in the June edition of Trends and Tips Gift Basket Magazine and give it a try. You just never know - you might have your own turning point.
No comments:
Post a Comment