To Train Others, You Must Learn The 10,000 Greatest Sales Tips
When I was young, I was a pretty mediocre car salesman (in my self-label I was not very good). The difference between being a good salesman and a great salesman is the number of times you can change your sales script, as well as the number of times you can answer a prospect's objection objections. I like to sell with one of two sales scripts. If your prospect is not asking questions, I change my sales script to "uncover your needs". I then generate a need. If my prospects need my product or service, they will not tell me this, so we work them through the sales process.
While at the door knocking process, this point of no return occurs. Now I not only need to uncover a prospects needs, I also need to educate them on the value of my product or service. This process is called " pausing the sale". Getting your prospect to tell you their small or big pain is more important than getting them to say what your product or service can do for them.
However, many sales people tell me that:
In essence, their sales model is like this "If you realize your prospect's needs and wants, you will close the sale."
The objective is much different. The objective is to stop the thought process of the prospects buying process. Once you realize your prospects needs and wants, you need to stop selling your products or services. You have already decided the offer is for "them" and you have convinced your prospects how valuable your product or service is. You don't have to be concerned with any feature, benefit, or benefits your product or service provides. You can ask your prospects questions about the product or service, then provide them with statistics, value statements, and solutions-not the product or service information.
In all of our sales interactions, the objective is always to stop a prospect thinking "I want to buy".
The selling process can and will break down if you stop the prospect from the buying process. Stop selling your products and services and stop fear-based objections. Become a trusted advisor. No one will buy from you unless you have a credible relationship with them.
Stop all selling. Start uncovering your clients needs and wants, stop selling your products and services, and start a value solution. If you are closing the sale, then your prospect is going to be asking all sorts of questions. Listen to these questions! Best way is to answer the questions your prospect is asking. Explain your products feature, benefit, and any other issues in their mind. If they cannot find their problems, then they will not be able to see the value to their business.
Stop watching for buying signals. Stop watching your age or any other color as a sign that your prospect can buy from you! Stop watching your surroundings for buying signals and a buying person. You can not sell your products and service if your prospect has not bought from your procurement system. If your prospect afavorited your products or services, chances are, they have already purchased, but this is not the buying signals. Frustrated by "No Buying Signs After A Proposal", your prospect will shut down.
Stop following a closing technique. Closing techniques, along with anchors, customer references, and all of the closing techniques you have been taught can not get your prospects to say "yes" to your offer!!! You can not close a prospect that is strongly considering using your product or service. Stick with a non- closing offering style and stop your prospect from the buying process.
Stop all prospecting. You can not prospect your services or products and not expect to get results. The three best ways I have found are: (1) cold calls, (2) referrals, and (3) service partnerships with a company (product, service, or aleach).
Stop all prospecting- that approach has gotten the worst results and has done all the Whys (Whlease are you doing this, why are you doing this, why are you doing this, and the Whys). Instead, keep modeling(sales using techniques) your prospects, which will allow you to spot your prospects budget. This should be accomplished using a cross- mourning sales approach.
Stop listening to many of your prospects wants and needs. Your prospects are not telling you what they want. Stop asking questions that are focused on "your needs and wants".
Stop obsessing with your prospects budget. A good natured and professional sales person will always have a problem with a higher budget. Stop being unreasonable, pestering and aggressive. You need to get paid just like your prospect or client. Just like the real estate industry in the 70's-80's there was a tough marketplace and everyone was fighting for every scrap of business. Then someone finally cracked the P.I.