Some More Tried and True Sales Tips
If you or your employees are engaged in sales, here are a few ideas you can incorporate into your sales presentations and approaches with your prospective customers.
1. IS THERE ANOTHER REASON?
Often a prospective customer will toss out an off-the-cuff objection that is not their real objection or concern for not proceeding with the sale, purchase or commitment. If you suspect this is the case, try using this handling.
After the prospect states the objection…
YOU: “I see, now let me ask you something… Besides (whatever the objection was), is there another reason for not going ahead with this (order, purchase, commitment, etc., ) right now?”
This will most often reveal what the REAL objection is. Now it’s out in the open, and you know what you have to handle or address in order to consummate the sale.
2. THE ECHO
Before a sale is actually finalized, a prospective customer will often signal that he/she has already decided to go ahead with it by asking about some aspect of your product or service, delivery times, etc.
PROSPECT: “Can you deliver this in four weeks?”
Why would she ask this if she were not pretty much “closed?”
The best way to handle this is to ask a question…
YOU: “Four weeks is when you’d need it by?”
If your prospect answers, YES, you have a sale.
YOU: “OK, no problem, we’ll definitely have it there for you inside of four weeks.”
On the other hand, if you just answered like this, you could possibly blow the sale…
YOU: “Yes. So let’s just wrap it up (or some such)…”
The prospect could come back with, “Well, actually, you know what, I want to think this through a bit, let me get back to you on Wednesday (or some such)….”
In many cases, you and your prospect are in a bit of a “dance”, and timing can be crucial. The “Yes, so let’s just wrap it up” response can throw off the timing for some prospects.. it seems too abrupt or even “scary.” The best sales people can sense this timing issue instinctively.
Also THE ECHO builds agreement between the two of you. It really helps smooth the way to finalizing the sale.
3. DECISION MAKER / DECISION INFLUENCER
We all know (or should) that when dealing with large orders or sales, it is very important to ensure the KEY decision maker is in agreement with the proposed purchase or sale.
You can make a great sales presentation to the company’s designated representative, who is eager to proceed, only to have the whole thing shot down by the decision-maker who is behind the scenes.
This is a fatal mistake made by novice sales people. You had better find out who the key decision-maker is and ensure that he/she gets to hear your presentation, too.
But then there is also the decision-influencer. This is especially true for technical sales. The company’s representative and the key decision-maker may be on board, but their technical guy could shoot it down if he sees what to him is an obvious technical reason for not proceeding with the sale.
The decision-maker, who often knows less about the actual technical aspects will pay a lot of attention to the tech’s or expert’s input and opinion. So don’t leave him or her out of the loop, either.
4. THE TURN-AROUND
The turn-around has been around (no pun intended) for a L-O-N-G time. That’s because it has worked so well, and continues to work well. It can be used to handle objections, and also to handle “buyer’s remorse.”
It goes like this…
PROSPECT: “I need to think this over because I’m not sure that my customers will like these outfits.”
YOU: “Well, I understand that. In fact I have had several other clients who were a bit anxious at first about what their customers’ response would be. But once they received the outfits and saw how well they sold through… now they are some of my best repeat customers. Their turnover has been terrific. And I firmly believe yours will be, too. Let’s just do it.”
You (a) acknowledge what the prospect says. (b) You let her know she isn’t alone, others were in the same boat at first, (c) but now they are doing great with their purchases and very happy they went ahead with the order.
5. PUSH THE GO-BUTTON
It often occurs that there is a point during the sales process where your prospect “lights up” a bit. Something you stated or pointed out about your product or services definitely caught their interest and appreciation. That is a “go-button.”
When you realize you have hit a good go-button, you can often finalize the sale right there. But if you do need to keep going with your presentation, when it comes to the “close” remember that go-button and hit it again.
The go-button can be used to handle those hollow-sounding objections that prospects often come up with when they realize they are almost “closed” – a bit of fear sets in. So help them get over that “speed bump” and move ahead with the Go-Button.
Written by Bob Nelson
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