5. Keep It Short and Simple – KISS
Nobody loves long talk sessions let alone long sales pitches. Statistics have shown that a lot of people dislike being sold a product or service. Deductions from these statistics would further buttress the perspective that long sales pitches can spook a client and change a buyer to a no buyer. Try as much as possible to follow the KISS methodology – keep it short and simple. Be certain that you are pitching to the right prospect then go ahead and tell them what the product is, how they benefit from it, who it worked marvelously for, how just a copy is left and the client at that moment is fortunate to take advantage of the last offer left.
6. Focus the Conversation Solely Around Your Prospect.
Ideally you want to ensure you keep your prospect talking. In keeping your prospect talking, the focus should more than often be centered around the client’s major pain points, how debilitating it is to business or to whatever the subject of the conversation is. The conversation will ideally make more sense when you begin to introduce the product or service, the benefits as aligned with the needs and problems of the clients, how you were able to solve that problem for big client A, B and C and how competition Q and Y just called for the same service. In offering your client a platform to express, you are positioned to have a clearer and fuller picture of things and how best to address the problem in line with the needs of your prospect. Closely related to this issue is the pattern and manner of approach. Below, we address steps and how to approach sales
I) Clearly Identify your Ideal Customer.
Selling anything to anybody is not the core objective of selling. Certainly not everyone will be your client and not everyone will be in need of your services. Irrespective of sector specificity, identifying the qualities that marks your ideal buyer is important because it narrows your focus and increases efficiency and effectiveness. The document that clearly states the qualities and needs of your ideal buyer is called the Customer Avatar Profile and is an invaluable sales document because it helps you find the right fit for your business and saves you wasted time you would have spent on trying to convince poor and wrong leads.
II) Research A Prospect Before Reaching Out.
Nothing kills sales faster than being totally ignorant of who you are selling to. It ends the entire process before it even starts. Researching your prospect and what he/she and the company is into pays greatly in the course of the conversation as you begin well-grounded in the knowledge of who your prospect is and what that prospect might be in the market for. This day and age offers salespersons an opportunity to surreptitiously research and profile the prospect before pitching. Platforms such as company’s website, Facebook account, LinkedIn, Twitter, Instagram, Google and a lot of other online platforms.
Once you have a firm grasp of the information needed to engage your prospect in a meaningful conversation, you can proceed to contacting the prospect.
III) Rapport Building Comes First
Building rapport is the bedrock of selling. It is believed that a proper rapport sets you up for success at selling as it is primarily aimed at calming the nerves of your prospect and sterilizing the zone of discussion to evict tension, suspicion, ambiguity and other first time talking issues. A safe place to begin just after the exchange of greetings is a complement – hey, nice place you have here, that picture is beautiful, is that your daughter, etc. The prospect becomes relaxed and begins to talk about the story surrounding the picture and the daughter. You could play around the FORM factor areas where you ask about family, occupation, relationship – depending on the scheduled time available to you, you could talk deeper and further.
IV) Help Before You Sell.
If you did a proper work finding your ideal client, a high quota of your time would be spent conversing with qualified leads. You must be aware that throughout this process, the qualified lead is evaluating you and comparing your offers with what your competition is offering. You want to ensure that you keep him/her interested in you by offering help along the way, offering a free audit, a free assessment, a free service – just about anything to sustain your client’s interest. In helping, you demonstrate value, you show that you are the expert and you can solve the problem and soothe the pain point. There is no better way to hook in a client other than to give the prospect a piece from the entire pie. If in doubt, ask for areas where they would love assistance. Also ask for areas of pain points. This may help you connect the dots and eventually fix the puzzle.
In addition to the nuggets listed above, Robertherjavec, Hubspot, Brain Tracy and Business Online have offered very valuable pieces of inform
7. Be Aware of Psychological Twists.
We have a certain way of reacting to situations, they are pretty structured ways of responding to issues and situations can be used for our benefits. According to
Our brains are wired to respond to certain situations in specific ways. Being aware of these psychological tricks can help you harness them to your benefit.
Here are just a few of the quirks relevant to salespeople:
Anchoring Effect: The information we receive first acts as an anchor against which we evaluate all further data.
Decoy Effect: A third option can sometimes help people choose between two possibilities.
Rhyme-as-reason Effect: Rhyming statements seem truer than non-rhyming ones.
Loss Aversion: We react more strongly to the possibility of losing something we currently have than the possibility of gaining something we don’t.
Peak-end Rule: People remember the end and a high point within a presentation more vividly than any other section.
Curse of Knowledge: When someone who knows a lot about a given subject is unable to relate to someone who is not as familiar.
Confirmation Bias: We are more likely to accept information that aligns with our beliefs than contradictory evidence — no matter how compelling.