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A Good Opening Leads to an Easier Closing

Submitted by Mitch Seigel on Tues, 8/11/2015

In general terms, most businesses already are buying from one of your competitors when you make an attempt to talk with them. That being said, when you are able to set up a meeting or phone conversation with a business, there must be a reason the company is exploring new or additional options for solutions to their challenges.

The more businesses you are able to meet/talk with opens the channels to sales downstream. Once you cross this threshold you are then able to build trust so that when they need to replace a current relationship or add one to the mix, they are ready to go. As I’ve said in the past, you want to be in the number two position with as many potential customers as possible.

If you constantly are updating yourself on challenges your potential client faces, the closer you are to being able to provide solutions that solve those challenges. I really believe that the opening is a lot harder to achieve than the closing. Most people are skeptical when approached by a new salesperson, so it is to your credit when you get past that and help the client realize you are looking out for their best interests.

The best steps to take to achieve a high percentage of openings are; being a great listener, confirming what you are hearing, responding to their challenges in an empathetic way, quickly moving to showing the client how you may be able to help, and then lastly, being patient until the timing works for both companies to do business.

What are your challenges when it comes to opening the sale? I look forward to hearing your comments. Until next time…