Specialty Fabrics Review June 2022 - 43

information delivered differently than
in the past. Long gone are the days of
extended close-contact presentations.
All salespeople, including veteran
salespeople, need to adjust their tactics.
* Cut to the chase. Customers are
not going to sit through drawn-out
presentations. Train your sales team to
get to the point faster. If you meet in
person with a customer, be prepared
for less time to pitch. That means
less chitchat.
* Ask more, tell less. Don't lead
with why you are " so great. " Lead with
questions that will quickly move the
conversation to how you can help your
customers accomplish their goals.
Customers have never been more
conscious about stretching their money.
The faster you can provide the bottom
line, the more you will earn their trust.
* Come prepared. Well-prepared
questions expose problems or
objections before they are presented.
These are opportunities to upsell your
products and outsell your competition.
Turn technology to
your advantage
Most consumers have spent the past
two years locked inside their homes
doing all of their shopping online.
Having everything they need just
a click away works for them, it is
not changing, and you need to
incorporate this reality into your
customer presentations.
* Replace text with visuals. People
are used to seeing what they are going
to buy before they buy it. Whether you
use a tablet, computer or smartphone,
work images into your pitch.
* Upgrade your website ASAP. Over
the past two years, most companies
have realized that consumers rarely
need to talk to anyone to purchase
whatever they need. If your website
does not include high-quality images
of your products, video clips and
interactive information, you might
be losing sales to the competition.
Make your website a 24-7-365 fully
functioning part of your sales program.
Habit Four: Follow-Up
Michelle Moore, author of the book
Selling Simplified, said: " Not following
up with your prospects is the same as
filling up your bathtub without first
putting the stopper in the drain. " I
could not agree more.
Everything we have been reviewing
over this two-part series means
absolutely nothing if you don't have
a strategic follow-up plan. Sales
leaders need to understand that some
salespeople love " the hunt " but not the
follow-up. They sometimes need to
be reminded that they were hired to
actually close the sale, which means
following up with energy.
Here are some non-negotiables
for follow-ups:
* Connect creatively. You MUST
be comfortable utilizing multiple
communication methods including
email, text, social media messaging,
phone and actual in-person follow-up.
If prospects don't reply to an email,
get creative and connect with them on
another platform. Don't give up!
* All sale quotes should have
an " expire by " date. That not only
creates urgency for the customer
to make a decision, but it also gives
salespeople set follow-up dates to put
on their calendars.
* Schedule blocks of time weekly
for follow-up. Every single week. The
follow-up is as important as the quote!
* Management must support
follow-up. Spend the same amount
of time you dedicate to pushing your
sales team to generate new quotes to
pushing them to doing the follow-up
to close the quotes.
SpecialtyFabricsReview.com 43
Long gone are the days
of extended closecontact
presentations.
All salespeople,
including veteran
salespeople, need to
adjust their tactics.
http://www.SpecialtyFabricsReview.com

Specialty Fabrics Review June 2022

Table of Contents for the Digital Edition of Specialty Fabrics Review June 2022

Specialty Fabrics Review June 2022 - Cover1
Specialty Fabrics Review June 2022 - Cover2
Specialty Fabrics Review June 2022 - 1
Specialty Fabrics Review June 2022 - 2
Specialty Fabrics Review June 2022 - 3
Specialty Fabrics Review June 2022 - 4
Specialty Fabrics Review June 2022 - 5
Specialty Fabrics Review June 2022 - 6
Specialty Fabrics Review June 2022 - 7
Specialty Fabrics Review June 2022 - 8
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Specialty Fabrics Review June 2022 - 14
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Specialty Fabrics Review June 2022 - 17
Specialty Fabrics Review June 2022 - 18
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Specialty Fabrics Review June 2022 - 21
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Specialty Fabrics Review June 2022 - 30
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Specialty Fabrics Review June 2022 - Cover3
Specialty Fabrics Review June 2022 - Cover4
Specialty Fabrics Review June 2022 - Expo Brochure 1
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