Take the guesswork out of it. Even if your sports knowledge is limited. These sales practices will help you build relationships with your clients. Connect with the power of team affinity to produce huge results.
Have a process of steps and commitments the prospect must take as you guide them along in the decision making process. Don’t worry when they stop you or they won’t take a step. That’s an opportunity to reveal the underlying issue that is keeping them from moving forward.
Mini Steps are designed to get them to tell you “NO.” “Maybe” doesn’t reveal anything, but “NO” is an opportunity learn about what is in the way of a positive direction.
The Right Questions
From Veteran sales consultant Mike Brooks:
Recently I got a request for questions that could be used during the close or presentation stage. These questions will vary from taking a prospect’s pulse, to seeing if they are with you, to finding out if a benefit you just listed would work for them, all the way to a trial close.
1. After giving any part of your presentation, you should ask, “Are you with me so far?” You can vary this with, “How does that sound?” Or, “Do you see what I mean?” and, “Does that make sense?”
Always listen carefully to not only what they say, but to how they say it. And always allow a few seconds after they respond to give them time to add something else.
2. Any time you give a benefit, ask, “How would you use that?” or, “Could you use that?” Or, “Would that work for you?” Or, “Would that be of benefit in your situation?”
Again, LISTEN to what and how they respond…
3. Another good question to ask throughout your presentation is, “Do you have any questions so far?”
This is one of the best questions to ask, and it’s also one of the least used. You’d be amazed by the kinds of questions you’ll get, and each one reveals what your prospect is thinking. You must use this question often!
4. Trial closes are always good — “Does this seem to be the kind of solution you are looking for?” or, “How is this sounding so far?” or, with a smile, “Am I getting close to having a new client yet?”
Even though that sounds cheesy, you’d be amazed by how it will often break the ice and get your prospect to lower his/her guard.
5. When you’re done with your presentation, always ask, “What haven’t I covered yet that is important to you?”
This is a great way to end your presentation, because if they tell you they don’t have any questions, then you get to ask for the order! If they do have questions, you answer them and then ask for the order!
The bottom line is that asking questions — and then shutting up and listening — is still one of the most important things you can do either during the qualification stage or during the close. Use the above questions during your next presentation and watch your closes get stronger and your income get bigger!
Prospecting your Client
Whenever you establish a relationship with a client, you desire that relationship to have several levels, not just one layer from 1 sale.
We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesn’t mean that the moment we get a sale out of our client, that we hurry them out the door and move onto the following 1.
Construct a relationship along with your customer. As you close the deal on your sale, speak to your customer, find out what it’s they want and may use that you can provide them with.
Individuals enjoy to talk about themselves, so it shouldn’t be also hard to get them talking.
Ask about their job, their loved ones, their pets, their hobbies, and so forth.
For instance, when I was in banking, working within the branch network and a person came in to open a checking account, I’d sit them down at my desk and profile them.
How would I profile them?
I’d take down their facts and place it into my laptop or computer. By performing this I was in a position to see if this consumer was new to our bank or an existing client.
Now, if they had been a brand new client, and came in to open a checking account, I could safely assume that their savings account, investments, and loans were at yet another bank.
This is in regards to the time I’d start out my profiling. I would ask regarding the other institutions that he did small business with and evaluate the benefits and attributes of our solutions towards the ones he had.
I also knew that there was a cause that he decided to open an account with me, possibly he just wasn’t happy with his existing bank.
Recall, I only told him about our items and services, I didn’t push them on him. Even so, I did make notes of every little thing we discussed, so I could follow up at a later time. I’d also leave my buyer using a welcome packet consisting of a brochure for each of our goods and many of my business cards.
The client is within the door. You’ve some of their organization. That is definitely fine for the time being. You don’t desire to overwhelm them. Develop the relationship with them, steadily learn what their requires are by prospecting, than when the time is proper, go over a product with them which you think is best to their demands.
If I had an existing consumer in front of me, I had the capability to se what they did and did not have, and once more, I’d go more than the benefits and characteristics of our solutions, taking notes, and following up at a later time.
The following time you’ve a consumer in front of you, prospect them. Discover what they do and do not have with you. After you have figured this out, give to clarify the rewards and features of goods you might have that you believe could be excellent for them. Make notes of the conversations you’ve got along with your shoppers, than comply with up with them to discuss the solutions you had discussed.
Prospecting is merely acquiring out what a consumer desires that they don’t have. Once you have established what their demands are, the rest will come relatively straightforward. Great luck.
Written By: Mertins Baroody
Click Here and watch Gary Vann, sales and marketing expert, talk about time management – “Overcoming the daily grind”
Click here and watch Keith Rosen, Allbusiness.com’s Sales Advisor, talk about the importance of preclosing.
Salespeople complain about their clients turning up their noses at effective advertising campaigns, opting instead for cliché-infested spots that are all about the advertiser and not about the consumer. Warning…this is a trap. Because when the campaign fails to deliver results, the client will blame the station, not the commercial. Click below to answers these objections:
Originally published in Radio and TV Business Report. (Paul Weyland is a broadcast sales trainer, author and speaker. Email firstname.lastname@example.org Web www.paulweyland.com Phone at (512) 236 1222. Read Paul’s book Successful Local Broadcast Sales, available on line or at bookstores)