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Sales Advice: When Is The Best Time to Ask for the Money?
Posted on 1/13/14 at 8:39 pm
Posted on 1/13/14 at 8:39 pm
I'm a novice to the sales world and have been reaching out to prospective investors regarding a side venture. Initial correspondence and conversations with people have peaked their interest enough for them to ask for or accept additional literature; however, I've usually held off on approaching the money issue until secondary conversations.
Is it a bad idea not to be upfront with one's sales intentions, or is it best to whet the appetite of potential buyers first before soliciting funds?
Is it a bad idea not to be upfront with one's sales intentions, or is it best to whet the appetite of potential buyers first before soliciting funds?
5
Posted on 1/13/14 at 8:47 pm to shutterspeed
MonaVie?
Posted on 1/13/14 at 8:57 pm to shutterspeed
quote:
peaked their interest
C'mon shutter. You're better than this.
Posted on 1/13/14 at 8:59 pm to lnomm34
Hey, thanks for quoting that for posterity!
Posted on 1/13/14 at 9:01 pm to shutterspeed
What are you selling and how much does it cost?
That is what I want to know in a hundred words or less as soon as I meet you. That way I myself can decide if the meeting might be beneficial to us both rather than waste both mine and your time. And I appreciate someone being upfront with me on this request and typically will hear it out based on that.
So...what are you selling and how much does it cost?
That is what I want to know in a hundred words or less as soon as I meet you. That way I myself can decide if the meeting might be beneficial to us both rather than waste both mine and your time. And I appreciate someone being upfront with me on this request and typically will hear it out based on that.
So...what are you selling and how much does it cost?
Posted on 1/13/14 at 9:08 pm to Martini
quote:
What are you selling and how much does it cost?
By "selling," do you mean the investment or the benefits of (i.e. an ownership unit for a certain price versus a promotional benefit to the company)? Or can it be either/or?
My thinking is to provide them with some time and additional information to peruse before discussing money in order to make them more comfortable because some of this involves cold calling.
This post was edited on 1/13/14 at 9:15 pm
Posted on 1/13/14 at 9:40 pm to shutterspeed
You are selling an investment. Features and benefits aid in the sale of said investment.
Be direct with the purpose of your visit, then once in the door make quick small talk, and then get in to your purpose of visit. Always have a purpose or a goal BEFORE the call. Else wise you will be wasting both your client and your time.
ETA: don't be afraid to ask for the order. If it's a big ticket item, give them some time and follow back up and reinforce your benefits and then ask for the order. If they're interested they will say so, if not, both of you can move on.
Good luck selling!
Be direct with the purpose of your visit, then once in the door make quick small talk, and then get in to your purpose of visit. Always have a purpose or a goal BEFORE the call. Else wise you will be wasting both your client and your time.
ETA: don't be afraid to ask for the order. If it's a big ticket item, give them some time and follow back up and reinforce your benefits and then ask for the order. If they're interested they will say so, if not, both of you can move on.
Good luck selling!
This post was edited on 1/13/14 at 9:45 pm
Posted on 1/13/14 at 9:48 pm to lsulefty5
Thanks, lefty.
This post was edited on 1/13/14 at 9:48 pm
Posted on 1/13/14 at 10:33 pm to shutterspeed
It's not about you, it's all about them.
Find out what are there hot buttons through discovery, make them feel the pain, recap back in their own words with how your product stands to benefit their need and close them.
None of this is possible if you can't develop a quick rapport when you initially dial in. Don't sell your product over the phone, sell the appointment.
Know your competition and the differences that make you better, i.e. local service, one-on-one accountability, ease of use, visibility, pricing, etc.
Remember, if your customer tells you no, it's because they don't know. Learn how to overcome objections by isolating them one by one.
Find out what are there hot buttons through discovery, make them feel the pain, recap back in their own words with how your product stands to benefit their need and close them.
None of this is possible if you can't develop a quick rapport when you initially dial in. Don't sell your product over the phone, sell the appointment.
Know your competition and the differences that make you better, i.e. local service, one-on-one accountability, ease of use, visibility, pricing, etc.
Remember, if your customer tells you no, it's because they don't know. Learn how to overcome objections by isolating them one by one.
This post was edited on 1/13/14 at 10:38 pm
Posted on 1/14/14 at 8:40 am to shutterspeed
quote:
By "selling," do you mean the investment or the benefits of (i.e. an ownership unit for a certain price versus a promotional benefit to the company)? Or can it be either/or? My thinking is to provide them with some time and additional information to peruse before discussing money in order to make them more comfortable because some of this involves cold calling.
I think you just lost Martini
Posted on 1/14/14 at 5:35 pm to Putty
quote:
I think you just lost Martini
Hehe. I actually thought a lot about what Martini said and tried his more upfront approach today. Received two requests for more information out of four cold calls. Not bad for about 30 minutes work!
Posted on 1/14/14 at 7:24 pm to shutterspeed
John Albert, is that you? I didn't know you posted on TD!
And, no, I still won't give you money....
And, no, I still won't give you money....
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