Three Easy Steps to Win More Business
Sales made simple with this proven technique.
July 13, 2009
“We have a game plan for conducting an audit and one for the complex tax return, but wouldn’t it be nice if there were a simple roadmap to help us when we are selling?” a professional recently remarked. Good news. There is.
Many professionals think sales are best won by the slick-talking salesperson who wears down the prospect with words. That is hardly the case in the business world today. If you went into the accounting industry to avoid selling — take note. It’s not as bad as you might think.
Selling professional services involves being a good listener and finding solutions to problems in an organized fashion, just like an audit or tax return. If you think about it, that is exactly what CPAs do best. So take comfort in knowing you are already equipped with many of the skills you need to succeed at selling. All you need to do is organize your actions.
Start With a Sales PDA
PDAs are all the rage today. What would we do without our beloved BlackBerrys, iPhones and Palms to organize our lives? Think about the Sales PDA as a tool to help you organize your sales activities. The Sales PDA is a simple tool to help you organize your sales efforts easily and effectively and win more new business. The best news is it is F-R-E-E! No activation fees or roaming charges. Sound too easy? That is the whole point. It is simple and it works!
Three Simple Steps
Business development is not complicated, so don’t make it complicated. The secret is to be prepared and persistent. That is exactly what the Sales PDA helps you do.
First, let’s take a look at the Sales PDA. It is a simple formula or roadmap for organizing your sales activities. PDA is short for the three simple steps involved in any successful sales pursuit.
P – Prior to the Call
D – During the Call
A – After the Call
The beauty of this tool is that it is not only easy to remember but easy to put to work for your individual style. You will be amazed at the power of this old-school tool.
As you prepare for your next sales opportunity, give the Sales PDA a try. Gather your pursuit team and use it as a guide to plan your actions. Consider what you need to know before you go on the call. Let this checklist guide your pre-call actions.
Prior to the Call
In an earlier article, I addressed the power of questions in winning
Showcase Your Strengths
Whether you realize it or not, a potential client bases their decision to hire you on how you present yourself on a sales call. Besides a recommendation, it is all they have to know what it might be like to do business with you. When you show your appreciation for their time by being organized and prepared, it will say miles about your management style. By asking powerful questions you demonstrate not only a genuine interest in your potential client, but it also helps them consider new ways to address current issues, thereby separating yourself from the competition.
During the Call
Now it’s time to put the results of your pre-call planning into action. Just follow this outline as you walk through the call.
After the Call
Your work is not complete until you debrief each sales call. Gather your team to uncover answers to these questions.
Be Patient, Persistent
It is important to understand that the sales process takes more than a meeting or two to yield a new client. Don’t expect to get a signed engagement letter on that first call. The initial meetings are usually about getting to know each other and gaining an understanding of whether each feels comfortable placing their trust with the other. Stay focused. Remember, your main objective in sales is to move the process along during each meeting, ultimately positioning your team to win the business. Patience and persistence are the keys.
At last, a simple roadmap to help you win more business. Not only is it simple and free, but it produces results. So put it to work on your next sales call and reap the rewards!
Tracy Crevar Warren, president and founder of The Crevar Group, advises professional services firms striving to grow and maximize performance. She is an author and frequent speaker on various growth, business development, and marketing topics for local, regional, national, and international audiences. Warren can be reached at 336-889-GROW (4769). The Sales PDA is a tool developed by The Crevar Group. For more information, contact Tracy Crevar Warren.