Do you and your team ask the right questions when you’re selling?
Do you even know what those questions are?
Taking a new approach to sales – or establishing the correct approach – can make all the difference in a business that grows and one that struggles along. Unlike other sales training workshops, we offer sales training courses that are designed to re-orient even “non-sales” people to the strategies and process of a successful sales team.
This new approach relies on the latest sales strategies that both entice and engage customers at every point of contact – leading to more sales at higher volumes than most owners think possible.
“Selling is a skill that can be learned,” business coach Jim Malski says. “That’s our approach, anyway. Your customers – believe it or not – are people! And when your people understand the psychological process people go through when they buy, they will have a better sales record overall. So will your company.”
Sales Tips and Advice
1.) Tone of Voice is Important – How you use your tone of voice to express emotion is crucial in selling over the phone. It’s important to realize that a voice can hinder your success in sales.
2.) Mirror your prospect – It’s important to match your prospects behavior to yours. The technique of mirroring takes practice to learn effectively. When you mirror your prospects, you build rapport with them. When prospects have your similar demeanor’s, they will feel a connection with you. Remember, people are inclined to follow and obey those they perceive as similar to themselves.
An example of this would be if your prospect crosses their legs, you should eventually do so as well. If the prospect shifts in their posture, you shift– if they smile, you smile too. When you do this, your prospects will subconsciously feel that you have much more in common with them than is actually the case. Article Source
3.)Stop Selling & Start Listening – Effective salespeople know that making a connection and closing a sale depends on listening just as much as speaking. Find out what the needs are of your prospect and fulfill them.
4.) Ask great questions – get the prospect to think; ask questions to provoke them to realize on their own why they need to buy your product or service
5.) Everyone in the business needs to sell – Make sure your entire staff knows how to sell even if they won’t readily be doing so. Just being able to explain the products and services you offer is extremely powerful.
6.) Have a sales process and follow it – When you have a sales process and actually follow it, you are able to find out exactly when in the process you are loosing the prospect. Upon pinpointing when you loose the prospect – i.e. between the email and follow up call; you can then change the process. Perhaps the email sent could be worded better or instead of an email and in person meeting should be booked etc. Test and measure within the process and see what closes the sale.
Taking a new approach to sales – and provide your team with the sales skills to succeed. We offer sales training courses that are designed to re-orient “salesman” and “non-sales” people to the strategies and process of a successful sales team. Contact one of our business coaches today to learn more.