Stop telling… Start Selling

Stop telling… Start Selling

Did you know that you can talk yourself out of a sale?

 

You have two ears and one mouth, you need to use them proportionally in sales, otherwise you run the risk of talking yourself out of the sale. The key to getting the sale is asking great questions. Let your prospect buy from you rather than you sell your prospect. No-one likes to be ‘sold to’ and as soon as your prospect feels they are being ‘sold to’ they will turn cold and it will be even harder for you to get the sale.

 

Let’s take a look at what you need to do to increase your chance of getting the sale.

 

#1 You only get one first impression

 

Make sure that your first contact with the prospect has a good impact. You only get one ‘first impression’ and your prospect will be making their initial assessment of you and your product/service based on your first contact. In fact, you can make or break the sale in the first 3 minutes of contact.

 

#2 Have a customer orientated ‘purpose’

 

Focus on what your customer needs, not on the fact that you need to get the sale! This can be especially difficult if cash flow is tight or you desperately need the sale. Your prospect will know if you are genuinely interested in what they need, and if your purpose is to help them get to a beneficial solution, they will be happier to buy from you. If your only focus is getting the sale, your prospect will be harder to convert, possibly increasing your focus to the point where it is a vicious cycle. As you become more desperate for the sale, it becomes harder to get the sale!

 

#3 Create a sales kit

 

It is important that you have the tools you need to help your prospect understand what you have on offer. A good sales kit will also provide you with structure and tools to keep you focused. In your sales kit you should include customer testimonials, Product samples or photos, relevant agreements and paperwork and a visual sales presentation. Make sure you use a quality folder rather than a cheap one that will be falling apart by the time you have used it a few times. I would recommend spending the extra few dollars on a leather folder; it always makes a good impression.

 

#4 Understanding People

 

Different people operate in different ways. We all have a certain personality type and a preferred modality of communication. It is important to know if your prospect will need a lot of detail or not, will they want to touch and feel your products or would they rather see it or hear it? Will they need re-assuring or are they the type of person that will jump straight in and try new things? As a professional salesperson you should know how to work out what personality type someone is, what modality of communication they use and how they would most likely want to be dealt with.

 

#5 Ask Lots of Questions

 

The key to getting the sale is asking great questions. This has two main purposes. Firstly, it will help you gather information about what your prospect is looking for so you can decide what you are best to offer. Secondly, asking great questions keeps you in control, and positions you as the expert in your field, your prospect will think that if you’re asking the questions you must know the answers…

 

When asking questions start with open ended questions. These are questions that cannot be answered with a simple yes or no. Usually an open ended question will start with Who, What, When, Why, Where or How. Once you have started to gather information you can then start to get more specific with your questions helping you find out exactly what your prospect needs. You can then check their temperature by asking something like “would you prefer the blue or yellow one?” If they choose one of these colours then it is likely they are ready to buy, you can proceed by asking a more detailed question like “would you like that delivered Tuesday or Wednesday?” At this point they will either give you a delivery date or you’ll get an objection.

 

#6 Handling Objections

 

Too often I have heard salespeople get argumentative when they receive an objection. This is not an attack on you, it is the prospects way of telling you they either need more information or they don’t see value in what you are offering. Arguing with your prospect will turn them off, and you won’t get the sale. If your prospect has an objection… Listen! Be empathetic and help them work through the issues. Ask them if there is anything else bothering them and if you resolve their issue will they go ahead today?

 

#7 Ask for the Sale

 

Your prospect knows you are trying to get them to buy your product/service and will be expecting you to ask them to buy. However, sometimes salespeople fear that they will get a rejection and they do not ask for the sale! To help make this easier, ask your prospect for permission before your sales presentation by saying something like “if at the end of my presentation we both agree that there is a benefit in working together, we’ll get the paperwork done today. Is that okay with you?” This way they will be expecting that if everything is okay, you will be getting them to make a commitment at the end of your presentation.

 

#8 Have Fun!

 

Finally, have fun! Don’t expect that everyone you see is going to buy from you, you need to be realistic, I will finish up by leaving you with a saying that I love… “Some will, Some wont, Some do, Some don’t”

     

About the Author

 

Ben Fewtrell is a sought-after Business Coach, Keynote Speaker and trainer who has featured in Virgin’s Inflight Magazine and Entertainment Portal, SKY Business and “Secrets of Top Business Builders Exposed”. He is also the host of the popular Business Brain Food Podcast where he interviews leading experts on anything and everything business.

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

Leave a Reply

Your email address will not be published. Required fields are marked *

Top Rated Articles

How your company can adapt to the Digital Revolution

Over the last couple of years, technological innovation has brought about a rapid change in the customer service landsca

LEARN MORE

Will Marketing Automation Help Your Business Grow?

Marketing automation software can benefit your business in a number of ways. It is a great way to increase traffic, enco

LEARN MORE

How CRM Can Maximize Customer Lifetime Value (CLV)

"Keep your customers always on the frontline," this is a key philosophy to running a successful business. Customers are

LEARN MORE

Recently Viewed

How I changed my Facebook Business Page Name

I started a Facebook page for my business many years ago. I had spent thousands of dollars running ad campaigns and gain

LEARN MORE

What is the Attitude of a great team member?

One of the keys to being really successful in business is having the right people in your team, and I think that goes

LEARN MORE

How much does Business Coaching cost?

If you are looking to find out an approximate cost for business coaching, then this article is for you. Whilst business

LEARN MORE
  • Over the past 6 months the incredible team at MMP have supported us to shift our attitude towards our business & month on month our revenue is increasing to the point we will be able to employ additional staff to support our business goals long into the future. Do not regret our decision one single bit!

    • Emma Reece

  • Working with my coach has enabled me to see the areas where my business is failing. This was pretty confronting to me to be honest. MMP has the tools to improve these areas and the guidance on how to implement them.

    • Sharon Robinson

  • I have been working with Max My Profit for approx 3 years now, and over that time I have learnt a lot of things about not only what it takes to run a business, but I have also learnt things about myself. I don't believe i'd be the person or have the business I have today if it wasn't for Max My Profit and our Business Excelerator. Great team to work with if you want to take your business serious!

    • Ben Choy

  • As a new client for Max My Profit (MMP) it has taken no time at all to realise the benefits of business coaching. Despite many years of senior management experience starting a new business requires best practice systems and processes built on a solid platform of detailed planning. I look forward to the benefits of adopting the formula being shared by MMP.

    • Campbell MacLeod

  • Max My Profit Are truly awesome at what they do. They have helped me over the past 12 months to get off the tools in my business and start working on my business. I am looking forward to 2019 with enthusiasm not concern. Thanks so much.

    • Aaron Kemp

  • If you are committed to Growth the Max My Profit Team has the tools and expertise to excelerate all areas of your life. They Care, They Listen, They Understand You as an Individual first then they focus on Your business. Thank you Max My Profit my rating is a 6/5 - Kindest Regards The Mr Handyfix Team

    • Catherine Kavadas

  • The team at Max My Profit are an absolute pleasure to deal with. I love working with a team who is on top of what they are doing and have a clear view of what they are working on with you and helping ensure you get to the end goal.

    • Lauren Watts

  • I have been working with MaxMyProfit over the years and what they do for SME's in growing their business is fantastic. Also due to there knowledge and their supporting material for companies across the 5 lifestyle stages and assisting them through this process day in day out is extremely comforting as a small business owner and have referred them many businesses over the years.

    • Steve Laingy

  • Working with a business coach from MaxMyProfit has been one of the best things I have done for my business. I had several other coaches before MaxMyProfit but these guys are a step above the others. I have seen a significant increase in sales, now have a business that can run itself and the coaching program has paid for itself many times over.

    • Matthew Kitchin

  • Much more than just business coaches. There is an absolute treasure chest of business knowledge in their members site.

    • Iain Campbell

  • Max My Profit are unique as they really partner with you to develop and implement a plan that will drive success for the business. I was hesitant to proceed as previous business coaches tell you what to do and rely on you to implement.

    • Michael de Haan

  • I attended one of Max My Profits introductory events in Melbourne. Having been an accountant for almost 30 years, I was somewhat sceptical. Boy was I wrong. I not only enjoyed the presentation, but I gleaned so much from just that session.

    • Daniel Odd

  • These guys are an absolute wealth of knowledge for Small Business. The programme and support networks they have set up ensure learn more every day and can take your business from good to great. Thanks so much.

    • John Butler