“I love everything you told me but I need to shop around.” THE WORDS ALL SALES PEOPLE DREAD. Well let’s put it like this: If a prospect has the need to shop around that is on US.
How come? Well it is quite simple….
We have failed to build enough VALUE and eliminate the competition in the meantime. So how do we do that while focusing on our company and not sound like we are bashing everyone else. I will give some tips that have worked for me quite well from my sales experience.
First things first: find out if your prospect has spoken with competitors. If so we can now leverage the features and benefits which make us better than those specific companies. It sounds so simple yet so many of us fail to do it on SO many occasions. If they haven’t talked to anyone else yet, use verbiage which implies this will be “the only call they need to make”.
On secondhand: trust is a huge foundation in any sales interaction. Once again this sounds so obvious, but what does TRUST really mean? Trust is “the reliance upon or the placement of confidence in someone or something.” We gain trust by engaging them and by active listening throughout the call. By repeating things they have mentioned and showing them not only am I listening but I also care.
Last but not least: the close. This is the most crucial part. We must close with the confidence that we have done everything above and ASSUME they are buying. Think of it like this: If your significant other asks you :”What should I do?” And you answer with a doubtful voice how do you think she or he feels? They most likely feel like you won’t be fine because of the lack of confidence in your answer. Same thing with a customer!!! This is why we must close with confidence and assume the heck out of it.
By doing these things and critiquing them a bit we can MAKE a huge difference in our sales encounters. At the end of the day sales is a numbers game. Do everything the right way as many times as possible and our sales will naturally increase.
I hope you all enjoyed this and if you have any questions please ask away!
Happy Thursday!
Kommentare