I started my sales career as a stock boy at my local grocery store. I know the reason I was hired was to straighten the shelves and help customers find products. But deep down I knew the real money was if I could make sales and handle objections.
Throughout the years I started to master my techniques around qualification, communication, negotiation, handling objections, problem solving and most importantly closing the sale. I learned early on in my life that it is crucial to expand yourself by learning and then applying what you learn.
“Every sale has five obstacles: no need, no money, no hurry, no desire and no trust” – Zig Ziglar
Rapport Build to Earn Trust
There are multiple approaches you can use to sell your product or service. You can connect via telephone, email, video chat, mailer, or in person. No matter what the customers contact preference is you will want to get face to face with them. This is the best way to create quick trust and rapport with your potential customer.
Keep in mind your meetings shouldn’t drag out because you are looking to become friends with your client. When you get the meeting stick to your allotted time and stay on point. Maintain control of the conversation in the nicest way so you can get the things accomplished that you went into the meeting for.
If you remember this simple acronym FORM: Family, Occupation, Recreation, Motivation. You will quickly create rapport and build a deep level of trust.
“Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction.” – Randy Illig
Qualify the Opportunity
This is so important if you want to start increasing your closing percentage. Asking qualifying questions will help you uncover their motivation behind meeting with you. No matter what meeting phase – introduction meeting, discovery meeting or even the closing meeting – you should be qualifying the opportunity.
What are you looking for when you are qualifying? Pain. If you find their pain, and your product or service will provide relief or a solution, you just made your job easier. When your customer starts to realize they are in need of what you have to offer don’t blow the deal. Let them sell themselves on the solution you proposed and that’s it.
If they have no pain currently you need to find out why they need your product. Knowing your product is important but the ability to find solutions are what make deals happen. If you are hungry to make good money and help a lot of people you will learn how to identify problems and solutions quick.
“Thinking about a prospect does not qualify as prospecting.” – Vance Mattila (The Inspiration Mentor)
Build Value in Your Product or Service
When pain points are discovered you need to pinpoint that pain back to your competitor. Don’t bad mouth anyone but if they are not providing the right solution why can’t you have the opportunity? Provide enough evidence to start covering up their wounds and it will be the quickest sale of your career!
You will only sell your product or service when you build more value than it is worth. Again, make sure you are solving their current problem (I really hope you get how important this is) and never over promise…ever. I always maintain a customer oriented sales approach which means I will always fight for the customer. I have learned over time when you fight for them they will fight for you. When you structure a win – win deal you end up with the highest valued product or service.
“Give Value. Give Value. Give Value. And than ask for their business.” – Gary Vaynerchuk
Listen More Than You Talk
Many of us growing up heard these sayings, “Listen more than you talk,” or another of my favorites, “God gave you two ears and one mouth so you can listen twice as much as you talk!”
Listening is a skill you need to master if you want to expand your income and exposure in business. How do you start mastering your ability to listen? Same as how you master anything: focus on it. Write a reminder to listen more and carrying it with you or set up reminders throughout your day to keep it on your mind.
“The biggest communication problem is we do not listen to understand, we listen to reply.” ― Stephen R. Covey
Follow Up to Get Referrals
The follow up is vital if you are looking to increase your sales. Not only does this strengthen the trust you started with your newly acquired customer but it is also a great opportunity to see if they can refer your services to people they know.
Take the chance and ask for a list of people who they think would benefit from sitting down with you. The possibilities are endless when you escape your comfort zone and just go for it. The worst thing they can tell you is no!
If they agree to share some of their business contacts with you, you just set yourself up for success. Instead of cold calling day after day you are able to focus your attention on getting your meetings scheduled and start qualifying new opportunities. Many of us leave out this step and year after year we stay near the bottom of the pack. If you are looking to increase your closing percentage and income this is a must!
“Sell the problem you solve, not the product.” – Unknown
A sales position can be scary at first. The overwhelming feelings can kill anyone’s attitude and drain their encouragement. After you spend time mastering it, which will take you some time so don’t expect fast results, you will be happy. take these simple steps and incorporate them into your sales and watch your numbers rise to the top.