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- Prospects buy from people that they know, like and trust. What are you doing to build up your credibility?
- When you go on a sales visit or are with a prospect on the shop floor, act as though you are a consultant rather than a sales person. Have the attitude that you will “Help” the prospect instead of “Selling” to the prospect.
- What do you do to build up rapport between yourself and your clients?
- Concentrate on identifying your prospect’s wants/needs first and then present your product/service against these needs. Package your product in light of what the prospect wants.
- Prospects only purchase something because they WANT it. They might NEED it but not actually want it. You never really need a bag of chips but you certainly want them at times!
- Are you qualifying your prospects in the right way? How many of your presentations are a waste of time because you have not qualified the prospect properly?
- Be flexible. Tailor your approach based upon the person to whom you are selling to. Ask yourself “If I were this person, what sort of approach would work best with me?”
- Ask both closed and open questions – a good question is one that progresses your discussion with the prospect whether it is closed or open.
- Be comfortable with silence – the next one to speak loses!
- Listen to your prospects and never interrupt them.
- Take notice of your body language – what silent signals are you giving to your prospect.
- Learn to read body language like a pro, it will boost your chances
- Prepare answers to objections in advance but never say them as though you have memorised them
- Be friendly, be nice and take a general interest in helping your prospect
- Make your prospect feel important without being cheesy at the same time
- View closing as “Taking the next steps” and not actually “Closing”
- Improve your knowledge of your product or service
- Believe in yourself and your offering
- Understand what your competition offers – “Keep your friends close and your enemies even closer!”
- Improve and hone your skills in a consistent basis
- Every buying decision is an emotional one – what are you doing to appeal to your prospect’s emotions?
- What added value can you offer your prospect?
- How can you exceed your prospect’s expectations?
- What is your product/service’s USP? (Unique Selling Proposition)
- How can you use your current clients to your advantage? Testimonials? Case Studies? Etc
- Lose the formalities. Talk to your prospect as though you are speaking with a friend
- Do not put pressure on yourself. Enjoy each selling opportunity and view them as a fresh challenge
- Manage your diary effectively. If you struggle with this, get some training or coaching. What can you do to create additional 60 minutes worth of productivity each day?
- Tape yourself on the telephone and hear what you sound like to your prospects
- Improve your telephone voice
- Get yourself a sales mentor to bounce ideas off
- What additional products/services can you can offer at the point of purchase?
- Manage your first impressions impressively. Take time to think through what you are going to say and how you are going to say it
- Make sure you are talking to the decision maker
- Involve your prospects throughout the whole sales process
- Do not interrogate your prospects with question after question
- What can you do to make buying from you easier?
- Stress the benefits of your product/service. Answer the “What’s in it for me?” question
- Set yourself challenging yet attainable sales targets
- Develop a positive mental attitude
- Don’t show your “price” too early. Build up the value and the benefits first.
- A product or service is purchased for one of two reasons. 1. To avoid pain or 2. To gain pleasure. Prospects will do more to avoid pain than to gain pleasure.
- When was the last time you went on a sales training course? Book yourself on a course today.
- Keep up to date with the latest industry trends and news for your products and services
- Never forget to follow up with your prospects for after sales service
- Become better at networking at events, shows and conferences. Don’t just give out your business card but instead, build and make relationships.
- View cold calls as “Making the caller aware” of your products and services rather than a sales or lead activity
- Learn about customer service principles and add them into your overall presentations
- Don’t forget to ask for the sale!
- Enjoy yourself!
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How to Listen Better – Steven Covey’s 5 Listening Levels
Listening is more than just hearing words it's about active engagement, empathy and developing a deep understanding of what is being said. When we improve our listening skills, we improve our overall communication skills and interpersonal skills. Steven Covey...
