Selling is the thing most owner managers would rather not do.
We would like to make your life easier when you go in front of the customer.
What you need to do, is to talk to your customers in language that resonates with them. Not only will this help them say yes, but it will help you extend the sale so that you are selling more products and services at a higher price.
The most powerful technique in sales is being yourself - because people buy people first and whatever else second. However you have to have some idea as to how different individuals think, negotiate and respond to sales approaches. People have to be able to imagine their future with you or your product in it. So the key thing is to ask questions that lead them in that direction. The second rule of sales after being yourself is that you have 2 ears and one mouth and you should use them in that proportion.
If you ask them the right questions you can get them to articulate where the pain points in their current situation are, and then get them to visualise what life would be like with your product removing the source of pain. We are in effect going for the jugular via the scenic route. Build rapport, expand their horizons – and amplify their pain to make them move. We will show you how to get the customer to close themselves – because if they give you the data, it must be true.
The basics of sales involves knowing what has to happen for a sale to take place. How you get the customer committed - and how you get referrals. And how you generate a pipeline without spending all your time doing it.
We want to get you past “I’ll think about it”; stop you being fobbed off with objections and stop you talking yourself out the other side of the sale. We’ve devised a 2 hour introductory workshop on ‘First Steps in Sales’ to help you understand how to increase your sales and your sales value.
Click here for more on our ‘First Steps in Sales’ workshop or use the button on the right hand menu.
Can’t wait? Order our ‘Sales for the terrified’ presentation
for more information on developing your sales technique. This audio-visual presentation is priced at £27.77 including post and packing