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Volume IX, Issue 14
October 28, 2011 |
| SalesFocusInc.com | 410.442.5600 |
| info@SalesFocusInc.com | toll free 866.840.8305 |
If you go at your prospect trying to sell him, you look like every other salesperson he deals with. He's programmed to shut them down as quickly as possible because almost all sales people are wasting his time trying to sell him something he doesn't need and doesn't want. He definitely doesn't want to be subjected to an aggressive hard sell. Your goal should be to look different from every other salesman he sees. What makes you different? Stop selling and start helping. The first step in any sales transaction is to build trust. This bonding and rapport you need to quickly build with a prospect will in large measure determine the outcome of your pitch. If he likes you and trusts you, the odds of gaining a sale increase exponentially. If your entire focus is on you, or your product, or your company he'll shut down so fast you'll be out the door in no time. When you stop selling and start helping, the natural first step is to ask questions about your prospect. Lead the conversation by uncovering his pain. Help by listening to your prospect. Take an interest in him and his business. What's a constant problem he's having? Or what would he like to improve in his current operation? Usually it doesn't take more than 3 or 4 questions to uncover something that you can really build a presentation around. Don't lose your focus on helping your prospect. Give the presentation and continually keep the focus on them. Answer his question or problem or pain and the sale can be yours for the asking. Remember the focus is about him. I've actually been on a sales call with a fairly new salesperson that was doing a great job. He created a bond with the prospect right out of the gate. The salesperson showed interest in his problem and offered a quick snapshot of what he was going to show him to solve his problem. He even pre-closed with a great question like, "If I can show you how to solve that issue, would that be something you'd be interested in?" It was going great. And when he had gotten to about the fifth slide in his presentation the prospect said something like, "Sounds good, let's do it." But the new salesperson had stopped listening. He was now in his "selling" mode and just kept right on going because he had 7 more slides to get through in his presentation before he could close the deal. Fortunately I was able to step in and get the focus back on the customer and we closed the deal. Stop selling and start helping! It's really just that simple. So few people really get it. But without exception, the ones that do get it are the top producers in every field. When you can successfully keep the focus on the customer, they trust you and want to buy from you. So STOP SELLING today. You'll be surprised how your sales increase.
Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Lead Generation Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.
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