Technique for sales to be increased

Techniques for sales to be increased:

There may be something in your sales presentations whether live or by video that you have never thought of that is costing you sales or even conversions. When you take a look at how people operate in their daily lives they have certain fears, wants and or desires. When you use these to help them the seductive power of your process makes it easy for them to buy.

 

Your job as a persuader is to make it as easy as possible for your client to buy. That means that you will want to influence them ethically first and foremost. One of the most overlooked strategies is to make sure that they as a buyer do not have to do anything that will embarrass them or make them feel awkward.

 

Now this may seem silly but just reflect for a moment and it may not seem like a sales technique…

 

When was the last time that you were ok with looking silly in front of strangers or even people that you are close to? You may be one of those zany extroverts but for most people out there the fear of looking dumb or being embarrassed is too much to handle.

 

Chances are if you are like most people the idea of looking dumb is too much to handle.

 

In some instances people will announce “I have a dumb question” to soften up the probability of looking bad.

 

So how does awkwardness in your presentation keep you from persuading others to your way of thinking?

  • ·         The buyer doesn’t want to ask an important question because they will look dumb.
  • ·         The buyer may decide that they don’t want to tell you a fear or even open up about an issue because it will make them not look smart.
  • ·         You may have said something that caught them off-guard about how the product or service works and they don’t want to ask how it will help them or for clarification.
  • ·         You may have just pushed them too far out of a comfort zone that you do not know how to deal with to get them back engaged.

 

Now it is a good idea to get your potential client to open up and ask questions but not to make to force them into a question where they may feel like they look silly or dumb.

 

If the buyer looks like they have the deer in the headlights look going on you may need to work on your techniques for sales to be increased.

 

There are a few questions that you can use alternating to see where they are at:

  • ·         Are we on the same page?
  • ·         What type of questions do you have right now?
  • ·         What is your biggest concern at this point?
  • ·         If you had a question right now what would it be?

 

There may be a fine line where they have questions and they may be on the edge of looking silly it is when they get embarrassed over a question or an idea where you lose the sale.

 

So you don’t believe it’s possible to lose a sale overlooking silly or being embarrassed?

 

How many times has someone been about to walk away from an offer only for you to find out through some persuasive questioning techniques that the buyer was scared to ask for a discount or to change the terms of an agreement. That happens every day and sales and or clients are lost because of it. 

 

How many times have you been in a store and needed help and once asked by an associate of the store if you need help the answer is “no”.

 

Embarrassment dangers in reverse

 

Now on the opposite side of the coin is the potential persuader who has the client on the hook and decides to correct them on items or ideas that have no bearing on the product or service being offered? Embarrassment doesn’t always come from questions the problems may come from the corrective statements that are made during the course of the meeting.

 

So you know all about left handed shovels and your potential client starts a story and has a tough time about getting the facts right. It is so easy to want to correct the person especially when you know more about the situation than they do but it does have the possibility to kill your deal really fast.

 

In a situation where it may hurt the buyer pointing out the corrective issue in a way that doesn’t not make them look bad is a good idea so they understand what they get what they are buying or investing in. Your voice inflection may destroy your ability to make a sale because it comes across condescending.

 

By the way demanding an answer is not a sales technique. It just comes across as needy or rude.

 

If you have a set sales presentation or script that you use consistently you will find that you will get the same types of questions over and over again in the same or similar spots. If you are dealing with people who may be a bit more submissive it may be a good idea to have an altered presentation that allows them to not have to ask a tough question that they may feel dumb about.

 

For some this may seem like bad advice or over the top and that is ok. Salespeople have sales personalities and that is why you can use the same script or process as someone else and get completely different results.

 

So it’s not about you?

Buyers react and respond to your personality and persona just like you do with theirs. Making sure that you do not put your client or potential client in a bad position allows you to have conversations with them and be engaged instead of thinking how they can ask a question and not look silly. 

 

As always I would like to thank you in advance for your commitments and or questions.

 

Now go implement

 

 

Scott Sylvan Bell

 

Connect on twitter:

@scottsbell

How to increase sales realtionships

How to increase your sales: Learning how to sell more is a long term experience. Great salespeople learn about the subjects of:

  • ·         Persuasion
  • ·         Influence
  • ·         Body language
  • ·         Communication
  • ·         Negotiation
  • ·         Questioning

 

There are plenty of courses for the sales items listed above along with piles of books, dvd’s, cd’s and or websites.

 

In the arena of sales there are plenty of opinions and while some of them are fantastic some of them are bad ideas.  

 

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Learning how to increase sales may come from using an outside source from the same medias but from a different category.

 

One of the biggest area that sales people struggle is in that or relationships. Some of the best books to read to get better at sales are not sales books but books on relationships.

 

Now this may possibly sound strange to you at first but if you think about it this way your job is to build a relationship when you are selling a product and or service.

 

The sales book that teach you how to acquire more clients, sales techniques, sales abilities, sales techniques, closing skills and even the sales basics normally leave out relationships.

 

Now there are plenty of men in the field selling their products and or services every day and they could increase their sales if they would focus on building relationships.

 

Now a light bulb may have just gone off in your head whether you are a professional persuader or not. The reason may be the last sales person that you met with or if you are in sales you may not have thought about the relationship process as being important. Some sales trainers will shortly touch on the importance of building the relationship though rapport but sometimes that is not enough.

 

Now there are plenty of books on relationships and some are better than others. This is all from your perspective. If you go to amazon.com and just look through some of the top books and chose what will work best for you.

 

If you are in a relationship or even want to be in one a fantastic book is: The 5 love languages by Gary Chapman is a good place to start.

 

Sometimes when salespeople want to influence others they get so stuck on the techniques and strategies they forget the human factor of the “relationship”. As mentioned previously this is deeper than the idea or thought of rapport.

 

Put this thought in another perspective: Have you ever been taken for granted? Maybe the person who put you in this bad place did a great job of building rapport and trust but when it was time for the relationship they were not there. That is not a good place for a persuader or client to be in. Being taken for granted isn’t a good place for anyone.  

 

People will do business with you when they feel special or when they “feel like the hero”, when they trust you and believe they you have their best interest at heart that is where the golden goose of sales is because you can then get referrals from the person.

 

Do you want to be different in the sales process?

 

Learn how to build relatiohsips.

 

You may find that the other companies, competition, vendors and or other salespeople have a tough time not just taking your clients away but the loved ones in your life also.

 

Relationships are great but in order to persuade others better you will need next level techniques and you can get them here:

 

As always I would like to thank you in advance for your comments and or questions on How to increase your sales relationships.

 

Now go implement!

 

Scott Sylvan Bell

 

Persuasion Expert Scott Sylvan Bell video credit for How to increase sales relationships  

How to sell more make your client a hero

How to sell more make your client a hero: If you work for a business you are a salesperson you may have heard the term “make your client the hero”. This expression doesn’t help you if you don’t know how to help the situation.

 

Making your client the hero may be as easy as making the process or the buying situation easy for them.

 

One of the challenges for buyers of any product is that they do not want to look dumb or they do not want to do anything in the eyes of their peers that would cause them to look like they made a bad decision.

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Salespeople can make their client the hero

If you are in sales one of the best ways to make your buyers look smart and ultimately look like a hero buy making your explanations easy to understand.

 

Now this idea of making your products or services easy to understand may cause you to believe that you are already doing this but chances are you are not making your explanations easy for a buyer to understand especially if you are in a technical industry.

 

The best explanations are the ones that are short and do not have a ton of technical terms. It is a good idea to remember that most people in the United States have less than a 8th grade reading and comprehension level and if you trigger the thought that makes them look dumb they may shut down and you would not even know why.

 

If you are explaining something and you lost the man or the woman they are not listening to what you are saying they are just hoping you will stop soon so that they can tell you “I wanna think about it” or “no”.  

 

Ways to make your client the hero

You can make your client the hero by practicing the ways that you explain terms or ideas for you product or service to a few people who are not in your industry, if they have questions or concerns you will need to refine the script.

 

If you have some sort of brochure you would want to do the same thing, showing people from outside your industry what you have will answer so many questions of why someone chooses you over another person or not.

 

A huge thing to remember is that you are in your industry and have heard the terms and ideas probably a million times. The person who is new may have some “silly” or “dumb” questions that you get all day long. Part of your job is to answer those “silly” or “dumb” questions like it was the first time that you heard them. If you act put off by having to answer the same question over and over again you will have to leave civilization as you know it. Even if you go to work in a drive up window you would have to ask the same question over and over again and that would be “you want to upsize your meal for a quarter more”? Ok so you want to be a Rockstar? You would have to sing the same songs over and over again.

 

Remember make everything that you do with your clients and potential clients as easy as possible and they will repay you when they don’t have to look dumb by buying your product and or services.

 

One last thought if you think this idea is too simple. Chances are your competition doesn’t even take a look at this idea look at their product or literature in the same way. Just know if it’s complicated and not easy to understand you are miles ahead. Make your process really easy and you will be good to go by making your “client the hero” and they can make a good decision.  

 

So you want to persuade and influence people better? You will need a understanding of how people think and you can get it here:

 

As always I would like to thank you in advance for your comments and or questions about making your client the hero!

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for– How to sell more make your client a hero – Persuasion expert Scott Sylvan Bell