Earn the Right

This is a great article from sales trainer that reminds us that we have to work to earn the respect of our clients!

A sales manager I used to work with often used the phrase, "Earn the right." He was an old-school sales guy who correctly believed that it was essential to earn the right to not only ask for the sale, but to move through the sales process. Here are four situations when you should "earn the right."

Earn the right to ask for an appointment by changing your opening dialogue to reflect your expertise and credibility. Pique your prospect's attention by outlining a potential problem they may be facing and how you might be able to help.

Earn the right to ask tough penetrating questions by demonstrating that you have done pre-call, pre-meeting research. Don't waste a decision maker's time by asking weak questions that could have been answered by a five minute browse through their website.

Earn the right to discuss your product, service or solution by showing that you have listened to, and fully understood, your prospect's situation, concerns, and issues. Before you begin talking about your solution, briefly recap your understanding of these issues.

Earn the right to move the sales process forward by clearly demonstrating how your solution will benefit your prospect or customer. Avoid discussing elements of your offering that have little or no relevance to your prospect's situation

As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com