Selling Really Needs Back to Basics Strategy! There are 2 ways to grow your business: Find new customers and sell current customers additional solutions! We need to maximize our relationships and use effective selling strategies to maintain or grow our market share which can include new solutions. Now more than ever we need to prospect and find new opportunities. As our customers cut back spending or consolidate vendors it is apparent that there are fewer dollars of revenue to go around. Before you try and sell new technology ore services, I recommend that you survey current clients to see what other solutions they are buying and may be considering using in the future. This survey can be done informally in person with the client (which is a great way to spend time with clients) or in a more structured way with an online survey resource. That way you can be sure that you are adding relevant solutions that you have a chance of acquiring Here are some ways that might make it easily to embrace the new technology/solutions and feel confident when you go out and sell these new services: Seek out training specific for the new offerings to help with terminology, value propositions and relevant customer applications which will: Reduce your resistance to selling new solutions Provide the internal tools to keep the client relationship strong Make sure that the support staff understands the challenges of the new technology so that they can support the sales reps market facing Gather tools to use with the clients: Case studies White papers Product materials Discuss ideas for overcoming customer objections: I don't perceive you as qualified for that solution I am happy with my current provider I do not want to have too many eggs in "your" basket Having new solutions to sell can be really be beneficial as it gives you new reasons to meet with clients and prospects and increases your presence in the market place. Focus Point 91. Finding the right coach for you. Since coaching is a growing field and exists in most sales professions, you can begin by contacting coaches who are working with your most successful associates. Next, you can make inquiries by contacting the most successful sales professionals in your industry. When you get the chance to meet your prospective coach, remember that this is a two way street and you will need to interview the coaching candidate as well as provide information for your candidate to consider. What is the experience level of the coach? Does your coach have a sales background? What is the educational background of your coach? Do your personalities appear to mesh? Does your coach have references from other successful clients that are relevant to your professional objectives? What does your gut tell you about this coach? I often encourage my clients to trust their intuitive feelings in given situations and this is one of them. Read Leslie's blog! GroeneConsulting.com/blog Learn more about Leslie Click here to see video Leslie named Leadership Excellence Top 100 PIA Sales Classes Click here to see class schedule Leslie's book Click here to buy now Talk of the Town Click here to see Leslie's Interview Washington Post Click here to read the article For a list of upcoming Los Angeles and National sales events Click here Here is 1 more of the Focus Points from Leslie's book, co-authored by Tom Mills and available on her website www.groeneconsulting.com