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
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