The more we research salespeople and the qualities that consistently make them successful, the more we realise how they strictly they adhere to a few critical rules. These habits are essential and become indispensable components of their Sales Tool Kit.
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\nWe are proud to share three successful habits with you:<\/p>\n
Most salespeople start trying to build a relationship with a phony rapport, using an insincere rapport based on perceived \u201ccommon interests\u201d. Then the canned pitch that follows makes prospects even more wary.<\/p>\n
Problem :<\/strong> Prospects are very busy people and dislike this time waster. What is really flashing through their mind is:<\/p>\n Solution :<\/strong> To make a meaningful connection with prospects is probably the most important, yet least practiced sales skill. Be business like from the start.<\/p>\n The truth is over 85% of Prospects dominate the Salesperson by asking for free information, advice, catalogues and whatever else he can get from you.<\/p>\n We are totally at the mercy of the prospect.<\/p>\n Then when you try to get hold of him, he\u2019s always \u2018in a meeting\u2019!<\/p>\n Problem :<\/strong> Solution :<\/strong> Finally, tell him that if either of you don\u2019t see a fit at any stage it is perfectly okay to say \u201cNO\u201d and you\u2019ll close off and move on.<\/p>\n We call this tactic \u201cFishing for the NO\u201d and it sounds crazy to most salespeople.<\/p>\n But, consider how much time you have wasted over the years waiting for a decision either way, from prospects.<\/p>\n 80% of successful sales calls depend on astute questioning skills. It is amazing how easily and quickly salespeople slip into the Tell Mode \u2013 telling prospects all about their marvellous products \u2013 the Tell Tell Tell Syndrome \u2013 in the hope of getting a deal. Most of the time this achieves the direct opposite.<\/p>\n Problem :<\/strong> Prospects want you to listen to their story not be forced to listen to your story.<\/p>\n So why do we tell?<\/p>\n Perhaps it\u2019s because we know what our services can do, we are so immersed in product knowledge (and so we should be),that this becomes our \u2018comfort zone\u2019 and, therefore, very tempting to talk about. How on earth can you conduct fact finding of a prospect\u2019s business when you are so in love with your products\/services?<\/p>\n Solution :<\/strong> Your story is important, and it must be told well. But by itself, it doesn\u2019t create enough of an advantage to greatly Ask the tough questions that most salespeople don\u2019t ask.<\/p>\n I\u2019m sure you have heard these statements from Prospects but have you ever asked the hard questions? See these examples:<\/p>\n The reality is…. they will look at it, only if it is important to them NOW.<\/p>\n And they can tell you that right NOW.<\/p>\n Follow these 3 habits at all times with prospects and watch your personal sales skyrocket!<\/p><\/blockquote>\n\n
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\nEvery sales conversation needs to come from a place of knowledge and authority. Make sure you have something important
\nto share with your prospect, something that will show them you have been on the lookout for trends and developments in
\ntheir industry.<\/li>\n
\nYou need to set yourself apart from the normal sales crowd.<\/li>\n
\nAt the onset of your relationship, clients need to see an immediate connection between what you do and what they\u2019re trying to achieve.<\/li>\nWho is in Control, Salespeople or Buyers?<\/h2>\n
\nIncreasingly today Buyers have their own set of rules and agenda. They want to suck you dry, not because they are \u2018bad guys\u2019 but because they believe that you are again one of the many salespeople that are unscrupulous.<\/p>\n
\nTop Salespeople propose the ground rules, or the rules of the \u2018game\u2019, early. Get the prospect\u2019s permission to ask questions right up front so you really understand his problems (pain) and the consequences for them and their company before you discuss solutions. In fact tell your prospect that you are NOT there to make a Sales Pitch because it would not be appropriate at this stage.<\/p>\nThrow away your Sales Pitch and Sharpen your Questioning Skills<\/h2>\n
\nimprove the likelihood of you winning the deal. Let the prospect tell you their story. Prompt them, nudge them and ask them.<\/p>\n\n
\nOr \u201cWhy would you want to get back to me?\u201d<\/em><\/li>\n