Prepare. prepare, prepare! As a sales person we’ve gotta know our product in-and-out. That… and we MUST BELIEVE IN IT!
When I was in sales I struggled to close a deal due to my ability to consistently and appropriately talk about the product or service I was providing. When the client asked me more in-depth details about the thing they were interested in, I would fumble with the words which brought anxiety and lessened my confidence ending is less sales.
This will vary slightly depending on the service or product you’re selling but there are many different ways to prospect including social media, online leads, cold calling, even door-to-door sales, events specific to your industry, meetup groups, the list goes on. Find what’s working best and fine tune the skills!
A neighbor who recently moved into my community put fliers on all the doors inviting us to a FREE yoga class on the upcoming Saturday morning to “get to know everyone”. I thought this was genius, Get clever with it!
FACT SHEET / NEEDS ASSESSMENT
This is by far one of the most important steps of the sales process. AFTER you introduce yourself it’s important to warm-up the client. Get to know them a little before you start firing away questions they could show resistance to. Ask good questions that help them arrive at the truth of the matter so it reveals what they’re really looking to get. Ask open-ended questions that will position you as the solution. The more information they can share with you, the better you can evaluate if they’re a good fit for you or your product. See if you can put the Client needs first!
After the warm-up and the needs assessment comes the pitch. Once we figure out their needs and have identified that we can help them, we make the sales pitch. Remember there should be a decent amount of confidence while pitching. Remember not to give your offer to people that are not qualified, it’s called protecting your offer. It’s also a great idea to have your pitch rehearsed and polished before presenting it to people.
We always anticipate objections and have been preparing for them from the beginning. If you did that properly and integrated their big 3 objections into your presentation, the objection period can be used as a process for them to give themselves permission to buy.
Be empathetic and listen closely to their objections. Normally, every objection comes with a built in solution because they will tell you what they really want or need in the objection. Adsorb it and go back to the needs assessment.