GivensI found the examples realistic and game plan easy to follow. Liked the cold call example. Everyone is a salesman, some just get paid better than others This book should be in every sales team's libraryBy JimmyvpA great read! No need to ever read another sales training bookone thing is absolutely Cl"In the old days, salespeople were in power because they had information buyers needed.
Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. Remember, when we are perceived as similar to other sales people, our value to the prospect plummets.
Use these three simple tips to stand out from the competition prospect after prospect. Ho e e , i toda s u h o e o petiti e a ket, excellent sales people must go deeper than just some surface-level rapport. Great sales people must develop a connection with their prospects.
Here are three simple tips to instantly connect with your prospect: Tip 5: Be Perceived as Similar Who is the ost i po ta t pe so to a p ospe t? Hi self! It s the a hu a s are wired. We connect with those that we perceive to be similar to us. So, act similarly to you prospects. You should stand and sit like your prospects; you should sound like your prospects in volume and tone not accent, you weirdo!
Tip 6: Be Genuine Prospects are so used to the overdone enthusiasm, and it immediately puts up alls. Ho a e ou toda?!?!? I ediatel , ou he k out. Do t let this happe i your selling situations. Simply be genuine when talking to your prospects. Show that you actually want to learn about their challenges and issues. Tip 7: Seek to Understand When a prospect feels that you really want to understand their situation, he will open up and let you in. Of course, this requires a genuine desire to help and understand a prospect.
However, if you show that prospect that your first goal is to understand what is going on in her world, then the prospect will start to open up and you will develop a connection that goes far beyond surface-level rapport. Remember, great sales people aim to go deeper than just rapport. They want to develop a strong connection with their prospects. Apply these three tips to create that deeper connection with prospects.
The tragedy of it all is that they could have easily known that information in the first 30 minutes of their first interaction with the unqualified prospect. Knowing whether a prospect is in fact qualified can save you infinite time and pain in sales. Here are three tips to easily qualify every prospect in sales: Tip 8: Disqualify I hear lots of sales trainers telling their clients that they need to qualify—I tell them the exact opposite.
Great sales people want to think in terms of a dis ualifi atio i dset. Whe ou eet ith a p ospe t, do t assu e that he is qualified and try to prove yourself right. I stead, sta t ith the i dset that ou do t k o hethe the prospect is qualified and be comfortable if you have to disqualify him in the end.
Does the doctor jump into her pitch about the top fi e easo s that ou eed a e tai solutio? I ha e the pe fe t solution for ou!!!! Of course not, the doctor asks you lots of questions to understand where you are hurting and what might be causing it way before ever suggesting a solution.
We sales people must have that same mindset in selling situations. Tip Have Your Script of Questions Just like a good journalist has the same questions that she asks everyone she interviews, so should great sales people.
The best sales people are not creative about the questions that they ask. They ask the same questions of every prospect time after time after time. By doing this, you no longer have to wing it in a selling situation, and can start to focus exclusively on whether the prospect is qualified or not. Remember, your goal in a selling situation should be to determine as quickly as possible whether the prospect is qualified. Use these simple tips to qualify and disqualify prospects as quickly as possible.
How to Close the Sale Without Being Salesy So many sales people tell me about how uncomfortable they feel when it is time to lose the sale a d the do t a t to sou d sales. But this is transparent and just puts pressure on a prospect. Knowing that we do t a t to e sales , hat should e do afte e ha e dete i ed that the prospect is qualified? Here are three simple tips to closing the sale without being salesy: Tip Present Case Studies Often, sales people will try to bombard prospects with every single feature and benefit of their product or service.
However, in this new market, where prospects a e fa o e sa , the do t eed a edu atio o ou p odu t o se i e. By presenting them with case studies or past examples similar to their story, you can show how you will help them without bogging them down in every single feature and benefit. Tip Get Feedback During the presentation phase of a sale, it should not be a one-way conversation. Throughout your presentation, you should constantly be checking in with the prospect to make sure that she is on-board with what you are presenting.
For e a ple, afte ou sha e a pa ti ula pa t of ou se i e, ask, Does that ake se se fo ou situatio? The prospect will then give you feedback. Ask quick questions like that throughout your entire presentation. Do you agree with that? Tip Shut Up! During presentations, many sales people begin to talk and talk and talk. Stop that. Your goal is not to give the prospect an MBA in your product—it s to lose the sale.
There is no need to do a lot of talking. Present to the challenges that your prospect has, and then shut up. If a prospect interrupts you during your presentation, stop talking and let the prospect talk. What he has to say is always more important than what you have to say. Even if you are naturally chatty in your perso al life, do t i g that o e to ou selli g situatio.
You o t ol the sale by keeping the prospect talking throughout. In the end, just follow these steps and close those sales. How to Open the Floodgates to More Customers There are strategies to getting more customers that require a complete change of process, and then there are ninja techniques that are very easy to implement and require little effort.
Both are important, but we all love the ninja techniques because a very small amount of effort can lead to huge increases in the numbers of customers. Here are three ninja techniques to open the floodgates to more customers: Tip Remove the Risk At the point of sale, it is the prospect who is taking on the risk.
What if you turned out to be a snake oil salesman? What if your product is crap? What if your solutio does t o k? If ou solutio is t e a tl hat the p ospe t a ted, the the prospect can have his money back within the first phase of implementation.
This will put prospects at ease and will allow you to close more sales. If your solution is great, they will almost never ask for their money back. Tip Affiliate Find another company that sells a different product or service to the same kind of customer as you and share your customer-bases. You spent years developing your customers, and other companies have also spent years developing their customers. Simply share your assets and you both grow exponentially in a very short period of time.
As long as you have complimentary rather than competing products or services, you will only win in this scenario. What about you that claim that reading are only responsibility? Don't bother, checking out routine must be started from some specific reasons. One of them is reviewing by commitment.
Yet, it will certainly not take place right here. Never question with our deal, because we will certainly always offer what you need. But below, it's very simple.
Attach to internet, download, and also save to your device. Exactly what else to ask? Just share this excellent news to others. In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business.
Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. Review "Marc has written a powerful, practical book that can transform your sales results and give you a real edge in today's market.
Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. New selling models are required. Are you playing by the new rules? Marc Wayshak shows you how. I found a bucket of gold in Game Plan Selling. Game Plan Selling shows us how to be a champion in the sport of sales.
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