I attended an interesting course today. Clive Price from the Peers Group gave a great talk today on how to alter your approach to sales.Some brief pointers:

• You can't close on sale until you've pointed out the need for your service.
• Cold Calling (CC) sucks, but it can work.
• Your goal for a CC is to GET AN APPOINTMENT
• Once in a meeting or appointment make sure you show interest in your potential client and their company. Do not focus on your product. Repeat, do not focus on your product, yet.
• Identify gaps for your product/company to take advantage of while getting to know your client.
• When gaps are identified, summarise them for your client.
• Try to make them acknowledge their shortfalls or gaps.
• This acknowledgment allows you to then suggest solutions (your product/company)
• When you have all the above achieved, begin to fill the identified gaps with products or services that you can offer.
• If all the above has gone successfully, close your deal.

Remember to use open ended questions. Stay away from yes or no, true or false or two option answers. The answer will inevitably not be the one you want to hear.For more great tips and sales assistance get over to the Peer Group website and contact Clive Price!