How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more: Stop price matching and discounts

How to sell more: Sometimes there are things that salespeople do to help create sales failure or sales rejection. Sometimes these items that create sales problems are the fault of the companies that the salespeople work for.

 

Sometimes vendors will do things as incentives to help sell product or services. In some of those instances it may be a rebate or special rebates that are supposed to “help” the sales situation and in some instances do the opposite of what they were created for. You ask how would that be?

 

Salespeople can get caught up with relying on rebates or other incentives that get them to help close the sale. Instead of being able to use the skills that they are supposed to use the reliance on free money or extended warranties.

 

This also puts buyers in a position of control when it comes to pricing on short term products. In essence they are price conditioned to get some sort of kickback when purchasing a product or service. This mentally gives them some sort of belief that whatever they are buying gets special incentives and in the end causes them to start looking for vendors or companies who can give them their next “fix” of a discount or freebie to move forward.

 

If you are in short term sales it is important to build some sort of relationship to help hold clients but that does not always guarantee that they will not shop you for a better price. All things aside you are not the person who really helps them so they do not care what happens to you. Your ability to be walked away from is one major reason to always be looking for new clients even if you have landed the dream whale client with all the products you can sell.

 

On the other end of the spectrum is the long term sale or the product that has a longer life cycle. Many sales people can track their sales when compared against times where extra incentives are offered. Instead of looking at the incentives as an influential way to help get the one client who just needs one extra push the new incentives become a crutch and cause problems when they have ended. 

 

This sales failure is common where rebates are offered every year and the salespeople know it. One step further down the path is the salesperson who may be scared of sales rejection and may tell their potential clients to hold off and not buy until the product goes on sale and “really feels for their position”. There is a huge difference between being empathetic and being a sales stooge who can’t sell.

 

Learning to use persuasive selling skills and abilities do help salespeople over time to increase their sales and overcome the common sales objections. To add as many sales tools to your knowledge may help you navigate through the common rejections that salespeople hear.

 

Just remember that rebates and extra incentives are meant to stimulate the buyers who may have just needed a little bit more to get them to move forward.

 

The next common issue with salespeople either going into sales failure is when they can use the action of price matching. It is easy for buyers to forget that all things aside not everything is the same product or service. Each company has unique abilities to deliver or produce services or products. There is always something that can differentiate one company from another. Sometimes fro some groups and services its all about the price and nothing else matters, in that instance if your services or products are better make sure to take some of your abilities out and really price match what the other company is offering.

 

Understanding the law of price equalization may help you be able to explain to this client how to deal with their pricing situation.

 

At the end of the day when it comes down to getting a signed contract your preparation is what will make the difference between and “Yes” and a “No” or even the dreaded “I wanna think about it”. Your ability to overcome sales failure though objection handling or persuasive presentation skills or techniques is a must.

 

Price matching should be used as a last resort and not to make up for bad sales skills or techniques or as a way to gain market share, in the end it creates lazy sales people who do not bring in enough revenue for a company to survive or causes sales on “price” instead of sales on skills. Sales success happens when you can overcome the common price objections.

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

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