Successful salespeople make sure to sell something they believe in. Understand what you are selling. Find a product that you just believe in. Allow your passion and excitement for the product to come through in your sales approach. Most salespeople are clear on what their product or service does but fail to address the needs of the client first. Slow down your speed and speak with leads in a consulting manner to close more deals. Practice your active listening.
The biggest challenge in most organizations is that their salespeople simply don’t meet with enough real prospects. Spend time with decision-makers who get what you are doing. Stop trying to convince the wrong people or those that just don’t get it. Sales Engineers should spend less time preparing what they want to say to a customer and should spend more time thinking of the questions they must ask.
If all vendors have an acceptable solution and all claim to have the best quality and service, the only differentiator left is the price. In order to don’t fall at this dead end, every time you’re with a customer, make it a point to learn something personal and professional about them. Focus on building a relationship with your leads rather than making the first sale, they are willing to work with someone they know and trust. Perception is everything and a powerful and unique relationship is the ultimate competitive advantage.
Never give away discounts, unless you have an upfront agreement with the customer about what you will get in return. Never leave a meeting or a conversation without a solid next step. If the next step is to send a proposal, let them know you will put a proposal together, but you need to schedule a time during which you can explain it. Many sales engineers fail to effectively follow up after sending a proposal. They don’t even know if the prospect read their proposal.
It doesn’t matter how long you’ve been in business; a good after-sales service gains the trust of your clients, so they will most likely buy from you again.