Persuasive selling skills are talents that are learned over time. Learning how to increase your sales can be done with time and effort. There is no easy shortcut to success. Persuasive selling skills should be defined as a long road of learning that is never really complete but can be adapted over time with experience and hard work.
Sales people whether in a sales slump or when making sales typically don’t like to ask the questions that they need to. For some reason the sales person thinks that if they do not ask the question and push for the sale they as a salesperson can make the sale faster.
This doesn’t make sense to think that by short cutting the process the sale will be made. Most sales people think that they can become “friends” with their potential clients if they are nice and do not go through all of the necessary steps. If you are in a sales situation and take short cuts you will end up hearing “No” or “I wanna think about it”.
In all realities to be great at sales or increase them as much as possible there is a sales formula or sales recipe that has to be followed. The path to learning persuasive selling skills means that there will have to be some things that have to be done consistently and that includes asking all of the questions that are supposed to be asked to make the sales.
By deciding to use persuasive selling skills you will have to step out of you comfort zone and boundaries. To increase you sales you will have to implement consistent steps of not just questions but actions and stories. Sales strategies only work when set up correctly otherwise it ends up causing sales failure.
Sales techniques are just the beginning when it comes to sale. You can use sales techniques for a while but in the end you will not be able to close as many sales as you need to from just using the old and outdated material that is made fun of on the internet and movies. Sales success is dependent on taking what doesn’t work and not using it, while finding new ways to persuade or influence your potential clients and get them to move forward.
As always I would like to thank you in advance for your comments or questions.
Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.
To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.
When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.
The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.
This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all.
The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.
Sales success comes from working through sales challenges and finding ways to make the process work for you.
“I wanna think about it” fuels reactions from the salesperson that cause the sale to be lost. The phrase alone of “I wanna think about it” keeps sales people up at night, In sales planning or marketing planning the thing that keeps people up all night is what ideas for sale are built on. What happens when the tables are turned on sales people and they then have something that keeps them up all night?
Chaos is what happens when the kryptonite phrase “I wanna think about it” is uttered.
Salespeople go into panic mode and it shows in just about everything that they do once it is said, the body language or nonverbal cues change, the facial features alone for most sales people would cause fear, vocal patterns changes and even entire attitudes.
The panic mode from sales people turns into the quick rebound of “what is there to think about” causing the potential buyer to be in perfect control and putting the salesperson in the chase because they know that is what the sales person is going to say.
Worse is when the buyer knows that the salesperson will drop their drawers when they feel that a sale will be lost.
What’s a salesperson to do when being panted into this corner?
The first thing to do is to not react; for the most part ignorance is bliss, that’s right ignoring the statement may not make sense at first. Many times the buyer or potential client is just playing the sales person to find out their weaknesses.
Years of conditioning and typical sales strategies has taught buyers to play fake it to get a discount and normally the buyers first objection really isn’t their real one any way if they have one.
Most sales challenges come from the last few minutes of reactions and not from the call or the objections that the buyers or potential clients have.
If you don’t believe this role play with a partner and film just the reactions to “I wanna think about it” they will show up on film and in a way that shows contempt and anger. Try this with a person that doesn’t know your motives then watch the film and when the phrase “I wanna think about it” comes out watch for the flinch and then the look of disgust on the face of the salesperson.
The best way to work around this look of disgust is to practice this over and over again on film to get used to it.
Being in sales takes patience and most salespeople exhibit this for the first ¾ of the sales call but at the point where they need it the most chaos turns into panic. Even if you were to break up your call or appointments into quarters all of them need just about the equal amount of patience and hard work but the last quarter is where it can be lost the fastest and hardest.
So what is the game plan? Where is the go to sales software or sales training? Sales failure comes from not knowing how to deal with common issues or being prepared to deal with them in a manner that will get the buyer or potential client calmed down enough to listen to the seller.
Yes you can push and turn the screws as hard as you can but you know what will happen when you walk out the door and there are only 3 options.
·They stick with the sale and they keep what was sold but they may hold some sort of anger against the product, your product or service is devalued and they become a pain for the rest of the time they keep or use the product or service.
·The call back and cancel and there is no question why they did the salesperson pushed and they regretted buying the product.
·They keep the product or service and you don’t have an issue with them at all.
Of the three options the last one is the one that happens the least.
So what really happened once prior to them saying “I wanna think about it”, where they spooked, was the product good enough or was it any of that at all? It could have been a combination of the three things, remember they may have or hold the fear that they will be judged for making the wrong decision. They may have the fear that they will not get what they need so they take the simple out and put off the decision. And the whole time the reaction of the sales person is predictable.
The whole key to all of this is that the reaction of a salesperson at the point of an objection is probably the most important and overlooked part of the sales call. This has to be scripted and even observed on film over and over again. If the objection causes chaos and or overreaction the recovery will probably not ever happen with positive results.
You homework today is to figure out just how you react when people give objections and how you will change them so that it does not cause more issues. In the next sales video we will discuss the alternative knot double bind.
As always I appreciate your commentsand or questions about getting past the objection “I wanna think about it”.
Some sales training does not have the ability to teach the upsale or the art of the upsale. You have to catch people once they have already made their decision. You can explain an option before to get them interested then you ask for the next purchase which is smaller. Sales success comes from being competent in every day sales situations. As a salesperson it’s your job to find better ways that help your clients get what they need not what you want.
Drive through restaurants have done a huge favor for you with their marketing plans along with their sales plans getting people conditioned to make one more smaller purchase.
You get to the drive through and you order your burger or taco and then the guy or girl asks you want a 15 gallon bucket of soda of just 20 cents more. Most people say “heck yes even though I can’t possibly drink that much but its such a value I have to get this”
Well did they really say yes because it was a value or was it because they already spent 6 bucks?
Chances are because they already spent the 6 bucks they bought the upgrade because comparatively 40 cents is much smaller and in their heads it’s not that much more. They have already made the decision to buy.
Whether you have a $1,000,000 dollar item or $50 product there is always a way to find some sort of upgrade that goes along with it. Your job is to help the person with something as long as it does help them with the product or service.
Sure some people will say “I wanna think about it” buy many times people will just say yes.
I am not advocating selling something that is not needed. As a salesperson you do have the responsibility to do the right things for your client.
You do have homework. Your job is to figure out a formula for your process where you can sell your product and then ask for the smaller upgrade option. Most people who are training in sales do not teach this correctly.
As I always I do appreciate your comments down below.