We had a discussion in the member forum about the success rates of closing the sale for commercial cleaning services. On member said, "With excellent references, a professional bid package and good sales skills, one may still not close the sale if the prospects sense that you are just trying to close a sale and do not really care about what's best for their situation."
Another member added:
"This is the reason why sales representatives have such a bad reputation. People tend to think that good sales skills are only limited to selling your product or service. In sales, the rule is to sell yourself first as a helper not a taker, sell the relationship and then sell your product or service if it is truly going to make your prospect's life better. But if you are only there to sell the product or service and don't believe that the product or service you are providing will impact your prospect's life in a positive way, then get out of sales.
The reason I am passionate about this is topic is because I come across customers who thinks that all salespeople are only there to take as much money as they can from customers, all the time. With this belief, almost every time, the customer will start the conversation with a negative attitude. Here is a common scenario:
A customer comes in to buy a dishwasher and goes straight to salesperson and asks for the price. A good salesperson will ask 'Well, what are you looking for in a dishwasher?'
The customer will say 'I am looking for a dishwasher that is good quality, and cleans dishes quietly.'
So the salesman says, 'Are looking to replace an old one or just remodeling?'
Customer says, 'I'm replacing my old one because it's broken and ruined my floor because the dishwasher's motor was leaking. It's not a good quality dishwasher.'
See by asking questions you will uncover their real problems and will be able to solve it for them.
So now you say, 'Folks, according to what you've told me so far it seems like you are looking for a dishwasher that does a great job cleaning, and is quiet and reliable with some kind of built in protection system from any water leakage, does that sound right?' Of course they will say yes.
And then you tell them, 'The one you're looking at might not be the right dishwasher for you because it does not have the sufficient insulation to dampen the sound and it also doesn't have the protection system from any water leakage. But this dishwasher does ....'
So now do you think they see you as a helper and someone who cares about what they want because you asked questions? Do you think now you've built a trusting relationship? Absolutely! And last but not least follow up after the sale. That's true salesmanship."
What do YOU do to show you care about the prospect and the service they're looking for? ...or are you just trying to close the sale? Post your comments below.