Twelve Days of Selling "Day 11"
Another day of wind, cold, and rainy weather along the coast. My first appointment was about an hour away to present pricing for one of the new production systems.
The pricing is tentative, so there wasn’t even an inkling of securing an order. It was the first time I’ve ever presented a price of more than $150K for a single system! Everything went well, and we ended up kicking the can down the road, with plans to schedule a demonstration for the client.
My second appointment involved another color production system, but unfortunately, this one didn’t pan out. So, it was off to the office to do some additional hunting in my CRM.
I sent out more than twenty emails and made just as many phone calls, but got nothing in return. I prepared the paperwork for the two orders from the previous day, then went back to my CRM to find other candidates. I also updated the numbers for a small order I had almost forgotten about.
Around 4:30 PM, I was able to connect with a net new customer who had balked at buying last spring. This time, the conversation went much better, and the prospect was extremely interested in one of the systems I was offering. It wasn’t a sale yet, but it was progress—a new prospect to add to the growing list. I’m okay with that, and I keep reminding myself that each new day brings the potential for a new dollar (I know, it sounds corny, but it’s something I tell myself).
Tomorrow might be a lost day, as I need to travel to corporate for our holiday event. But before the three-hour ride, I’ll need to get a couple of new tires and an oil change. I’m keeping my fingers crossed that someone will return an email or a phone call!
Amount Needed: $74K Amount Sold: $111,500
-=Good Selling=-
Sales Tip of the Day: Focus on Building Trust Through Listening
One of the most effective ways to close a sale is by actively listening to your prospect's needs, concerns, and goals. Instead of rushing to pitch your product or service, take time to understand the client's pain points. This not only helps you tailor your solution more accurately, but it also builds trust. When your prospect feels heard and understood, they’re more likely to see you as a reliable partner and be open to moving forward with the sale.
Key Actions:
- Ask open-ended questions
- Repeat or paraphrase their concerns to ensure understanding
- Show empathy and offer solutions that truly address their needs
Comments (2)