This is a common issue in sales situations where the prospect doesn't have much or anything at stake when they sign up with you. This type of sales process can be difficult because the prospect didn't sign anything committing them to buying products. This can be frustrating for an AMSOIL Dealer if they have invested time and money in to this process. It can also feel awkward to go back to the prospect to again ask them to buy. If they are not ordering, they may not be buying the value AMSOIL products can bring to them or their business. After all, a successful AMSOIL Dealer is not just selling AMSOIL products, they are helping prospects buy the value and the benefit that AMSOIL products can bring to their customers. AMSOIL Dealers will find themselves in a price focused conversation the majority of time if they are not aligned with the prospects needs and not focused on selling value and benefits. This can take time and practice. When it is working, your sales calls will not feel like presentations, but more like conversations. It will put the buyer at ease because they will see that you are trying to learn about their needs. One way to look at this is to align your sales process with the buyers buying process. Be a "buying facilitator," not just another salesperson.
A buyer is much more likely to follow through with a commitment to purchase AMSOIL products from you if they are more involved with the process. You shouldn't be doing everything to move the sales process forward. Your customer should also have an active role in the process. After all, if this is going to be a long-term business partnership, both you and your customer will benefit from this transaction.
One way to do this is to propose conditionally. Think of these statements as - If I do something... Then you will agree to do something... Get something for doing something. Your time is just as valuable as your prospects. When you do this you get people to think creatively, you are able to generate alternate solutions and options to issues, impasses are broken. When this is done properly, both parties are motivated to move the sales process forward.
Examples of proposing conditionally may sound something like: · What if we could find a way to reduce your labor costs? Would that be of value to your organization. Could we set up an appointment to discuss this further next Tuesday?
· If I were able to deliver your products every Wednesday, would you agree to try AMSOIL products in your store for 2 months?
· What if I could quantify the results achieved in a field test. Would that be of value to other departments within your organization such as the Accounting Department? Could we schedule a meeting with them next Friday to discuss this?
· If I could arrange a time for you to visit with an existing AMSOIL customer to discuss how our products have positively affected their bottom line, would you agree to place your first order by March 15th?
· If I can demonstrate how AMSOIL products can reduce your vehicles downtime, will you agree to place an order of Signature Series by the 1st of the month?
Proposing conditionally doesn't guarantee that a sale will immediately be generated. It is aligning the sellers sales process and the buyers buying process and putting the proper steps in place to move that process forward. The key is that the seller and the buyer are on the same page and both are taking an active role in the process. The seller is specific in what they are asking for and the request is time bound. This way you have a purpose and a time frame for follow up. If your prospect did not keep their commitment, the follow up meeting may start off something like this - At our last meeting we agreed that I would deliver your order every Wednesday and you would try AMSOIL products in your store for 2 months. Help me understand why we haven't moved forward with that. - And the dialog can continue to further uncover your customers hesitation.
Joe Petreu - AMSOIL Dealer