We are working with sales people new and veterans to reinvent the way that they sell. Be authentic, the idea that everyone with a pulse is a fit for your product, will do you and the customer more harm than good. Not everyone is a customer for your product, recognizing that, will allow you more time with those who could and should buy your solution. So if you want to massively increase your sales and conversion rates, without sounding like a pushy sales person. Here is three things you can do to get fast results.
Be a Doctor, not a sales person.
Sales people do a lot of talking, doctors are questions. The doctor has to diagnose before they attempt to prescribe, whereas the sales person will just launch into their latest product before finding out whether it is the right fit for you. The best bit, it’s true from a sales person we want the best price, but from the doctor we want the best advice, which one do you think is worth more?
Don’t defend, learn more.
When it comes to objections, the modern consumer wants 2 things. 1. To be heard and 2. To be understood. Yet we see the average sales person defend, fight or push back on any objection the customer brings up. I understand that it is natural to defend our product. However, you may win the argument but you won’t win the customer. There is an expression in selling that says objections will die with agreement. So seek to find agreement with your customer and ask questions to learn more about their concern.
Forget the book on closing.
It’s better to learn a few natural ways to close a sale, than it is to try to memorize “101 ways to close a sale” and not use any of them. Most old school closing techniques are based on the idea of persuasion, I don’t know too many people who like the idea of being persuaded into something. A better approach after determining your product or service is a fit for your customer is to simply ask your if it makes sense to move to the next step, whatever that is in your sales process. If yes, they bought, if no, go back to step 2. Simple, friendly and authentic. Of course a quick warning here, not too many of your competitors will be selling this way, so watch out for the stampede of customers! But you would be ok with that right? Hey, who said there was a rule that selling had to be too serious? Our students and clients are learning too sell more in a modern market and are having fun with their customers along the way. I wonder where those customers will go back to next time? Ready to sell faster and easier that you ever thought possible? Check out what we are doing at Freedom Sales Academy and take your sales to a level, where most people don’t even know there is a level.