How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.
The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.
Most sales are lost because the basics sales fundamentals are not followed consistently.
Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.
One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:
- · Just to make sure that we are on the same page here is what I understand that you are asking me is….?
- · What you are looking for in this widget is to have it the special gadget…..?
- · If I understand you correctly you have had these issues with your current situation….?
- · You say that this feature of the widget is important to you because it will help you…..?
Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.
There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.
You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.
It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.
Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.
As always I would like to thank yo in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan