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4 Keys to Setting up a Sale at the Right Moment

4 Keys to Setting up a Sale at the Right Moment

Sales are made when solutions are aligned to meet the needs of the person you’re targeting. In order to address those sometimes specific needs, you have to do your homework.

Specify Needs, Magnify Results

Researching a company’s latest achievements through online sources can be a tool if you’re looking for the basic essentials, but personal contact is essential to answering, “How can what I’m selling be adapted to benefit my customer’s specific needs?”

Here are four key points to specifying their needs in pursuit of magnifying your sales results:

1. Listen. Listen. Listen.

This cannot be stressed enough. Perhaps your product or service has multiple capabilities. In the initial presentation of it, you emphasize the wrong feature, and the sale is lost immediately. Listen and ask questions of your prospective buyer because finding their needs is vital to making a sale or selling yourself. Be open to changing your presentation each time you meet a new potential customer. According to Sharon Michaels in an article on Forbes – It’s extremely important to listen intently without an agenda.

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Suppose you’re deciding which lawn care company should fertilize your lawn this year. You contact Company A and the representative spends the entire phone call emphasizing their brand new lawn clippers. You contact Company B, and the first question the representative asks is, “What are you hoping to accomplish by hiring a lawn care company?”

It may take multiple attempts to connect with a target to find out their needs and even more effort to get them engaged enough to discover their needs. But be persistent!

2. Supply the information.

Once you know their needs, be transparent with your information. Focus your information sharing on those areas where you or your product can best bring value to your buyer’s stated needs.

Let’s say you’re interviewing for a new job. Even though your resume has a detailed outline of your past work and prior accomplishments, the interviewer will still most likely ask questions that can be answered by looking through your resume. They want to hear all information from you to be assured that what you put on paper is exactly what they experience before they hire you.

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Your resume is like the owner’s manual for your product. Your customer can look through the manual for their questions to be answered, but face-to-face questions and answers will always develop the relationship that customers naturally seek before they buy.

As one of the top needs in Lifehacks.org blog post “The Six Basic Needs of Customers”, supplying all of the information is essential. You never want to be caught looking like you purposely kept important material from your prospective buyer. Providing all information and presenting it as a tool to make your buyer’s life easier is the bottom line. And supplying this information in the context that your buyer is looking for will help you adapt your product pitch!

3. Find the right time.

In addition, buyers that you are targeting most likely has specific times in which they are most likely to be engaged or open to being convinced that their interest can be satisfied with your product in their lives.

“These times are called ‘moments-of-interest‘ and they are crucial moments when your buyer’s interest will make them more open to your sales engagements and provide you with a higher chance of a sale,” according to Oppsource –Sales Development Software founder Mark Galloway.

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Think about it. You’re at a hair salon, and the stylist has used a product on your hair that feels great and looks even better. She asks, “Are you interested in purchasing this product today?” The hair stylist has taken advantage of your moment-of-interest. She has just shown you the ability of the product, and you may be in the mindset to buy. Make sure you’re choosing the “moments-of-interest” – this will be the key to presenting the sale at the right moment.

Do research and understand high and low times of interest so that you are not badgering your target person, or worse, not contacting them when they need a problem fixed that you or your product could solve. Be responsive as fast as possible when someone inquires about one of your products.

4. Pursue the right buyer.

Speaking of your targeted buyer, you need to be focused on pursuing the right one. Whether you are selling a service or selling yourself, it is important to know if you or the product will really benefit your targeted buyer.

Back to the job interview. You have little to no skill in the division that is hiring, but you were still given the interview. You are offered the job, but you realize that you will spend more time learning basic techniques and information than actually working in the new position.

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Don’t do this to your prospective customer. Do not sell a product that has little to no value for the person or their company just to simply get the sale. In the long run, they’ll be happy you were honest about the effort and capabilities you passionately bring to the job!

Featured photo credit: PicJumbo via picjumbo.com

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Last Updated on March 29, 2021

5 Types of Horrible Bosses and How to Beat Them All

5 Types of Horrible Bosses and How to Beat Them All

When I left university I took a job immediately, I had been lucky as I had spent a year earning almost nothing as an intern so I was offered a role. On my first day I found that I had not been allocated a desk, there was no one to greet me so I was left for some hours ignored. I happened to snipe about this to another employee at the coffee machine two things happened. The first was that the person I had complained to was my new manager’s wife, and the second was, in his own words, ‘that he would come down on me like a ton of bricks if I crossed him…’

What a great start to a job! I had moved to a new city, and had been at work for less than a morning when I had my first run in with the first style of bad manager. I didn’t stay long enough to find out what Mr Agressive would do next. Bad managers are a major issue. Research from Approved Index shows that more than four in ten employees (42%) state that they have previously quit a job because of a bad manager.

The Dream Type Of Manager

My best manager was a total opposite. A man who had been the head of the UK tax system and was working his retirement running a company I was a very junior and green employee for. I made a stupid mistake, one which cost a lot of time and money and I felt I was going to be sacked without doubt.

I was nervous, beating myself up about what I had done, what would happen. At the end of the day I was called to his office, he had made me wait and I had spent that day talking to other employees, trying to understand where I had gone wrong. It had been a simple mistyped line of code which sent a massive print job out totally wrong. I learn how I should have done it and I fretted.

My boss asked me to step into his office, he asked me to sit down. “Do you know what you did?” I babbled, yes, I had been stupid, I had not double-checked or asked for advice when I was doing something I had not really understood. It was totally my fault. He paused. “Will you do that again?” Of course I told him I would not, I would always double check, ask for help and not try to be so clever when I was not!

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“Okay…”

That was it. I paused and asked, should I clear my desk. He smiled. “You have learnt a valuable lesson, I can be sure that you will never make a mistake like that again. Why would I want to get rid of an employee who knows that?”

I stayed with that company for many years, the way I was treated was a real object lesson in good management. Sadly, far too many poor managers exist out there.

The Complete Catalogue of Bad Managers

The Bully

My first boss fitted into the classic bully class. This is so often the ‘old school’ management by power style. I encountered this style again in the retail sector where one manager felt the only way to get the best from staff was to bawl and yell.

However, like so many bullies you will often find that this can be someone who either knows no better or is under stress and they are themselves running scared of the situation they have found themselves in.

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The Invisible Boss

This can either present itself as management from afar (usually the golf course or ‘important meetings) or just a boss who is too busy being important to deal with their staff.

It can feel refreshing as you will often have almost total freedom with your manager taking little or no interest in your activities, however you will soon find that you also lack the support that a good manager will provide. Without direction you may feel you are doing well just to find that you are not delivering against expectations you were not told about and suddenly it is all your fault.

The Micro Manager

The frustration of having a manager who feels the need to be involved in everything you do. The polar opposite to the Invisible Boss you will feel that there is no trust in your work as they will want to meddle in everything you do.

Dealing with the micro-manager can be difficult. Often their management style comes from their own insecurity. You can try confronting them, tell them that you can do your job however in many cases this will not succeed and can in fact make things worse.

The Over Promoted Boss

The Over promoted boss categorises someone who has no idea. They have found themselves in a management position through service, family or some corporate mystery. They are people who are not only highly unqualified to be managers they will generally be unable to do even your job.

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You can find yourself persistently frustrated by the situation you are in, however it can seem impossible to get out without handing over your resignation.

The Credit Stealer

The credit stealer is the boss who will never publically acknowledge the work you do. You will put in the extra hours working on a project and you know that, in the ‘big meeting’ it will be your credit stealing boss who will take all of the credit!

Again it is demoralising, you see all of the credit for your labour being stolen and this can often lead to good employees looking for new careers.

3 Essential Ways to Work (Cope) with Bad Managers

Whatever type of bad boss you have there are certain things that you can do to ensure that you get the recognition and protection you require to not only remain sane but to also build your career.

1. Keep evidence

Whether it is incidents with the bully or examples of projects you have completed with the credit stealer you will always be well served to keep notes and supporting evidence for projects you are working on.

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Buy your own notebook and ensure that you are always making notes, it becomes a habit and a very useful one as you have a constant reminder as well as somewhere to explore ideas.

Importantly, if you do have to go to HR or stand-up for yourself you will have clear records! Also, don’t always trust that corporate servers or emails will always be available or not tampered with. Keep your own content.

2. Hold regular meetings

Ensure that you make time for regular meetings with your boss. This is especially useful for the over-promoted or the invisible boss to allow you to ‘manage upwards’. Take charge where you can to set your objectives and use these meetings to set clear objectives and document the status of your work.

3. Stand your ground, but be ready to jump…

Remember that you don’t have to put up with poor management. If you have issues you should face them with your boss, maybe they do not know that they are coming across in a bad way.

However, be ready to recognise if the situation is not going to change. If that is the case, keep your head down and get working on polishing your CV! If it isn’t working, there will be something better out there for you!

Good luck!

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