Selling can either freeze you or excite you – and for many its FREEZE or Repel!
Here are some tips from – When ‘No’ means ‘Yes’ – 6 Tips to Make you A Better Salesperson, where there are also great examples of ways to be empathetic and LISTEN when selling!
- NEVER HANG-UP ON A PROSPECT – It is not your job to say ‘NO’ on behalf of your prospect. If you’re going to assume anything, assume the sale. (*With the exception of abusive prospects… Hang-up with gusto, my friend!)
- LISTEN TO THE FACTS – Example if you get “We’re okay for SEO” mean? …(A)… salesperson should not respond to this information that the prospect gave, and instead translate this to mean “I will never buy from you.”? In actual fact (FACT – I am the one who said this, so I know), “We’re okay for SEO” actually meant “I am not pedestrian enough to buy into your sleazy pick-up lines, Miss Salesperson… But I am in the market for SEO, so please try harder.”
- TRANSLATE THE FOB-OFF – If you choose to believe a fob-off “objection” from clients (eg “We’re fine for SEO thanks”), you are wasting your time, and simply won’t get anywhere. If you continue to buy in to the fob-offs you are served, you will have to go through more and more crap calls like this to get anywhere… How will you hit your target? BE REALISTIC and do not give up until you have unearthed a REAL reason – a REAL objection to overcome. If it’s real, you’ve done your job – fine.
- DIG,DIG,DIG! – If somebody says “NO” to you, or gives you a fob-off response, there is ALWAYS a reason. It may not be a good one – it may be “I am scared of salespeople and don’t want to be sold” or “I am busting for the toilet, but can’t tell you that!” – but there is ALWAYS a reason. Your job is to A) read between the lines to determine whether or not the objection given is actually realistic and B) Dig up the REAL objection… Rookies shy away from objections, but you WANT the REAL reasons why somebody doesn’t want to buy, so you can overcome it and CLOSE THE DEAL. So how do you dig? Keep asking questions… Questions that have purpose.
- NO PERSISTENCE = NO PASSION = IMPERSONALISATION – When a salesperson doesn’t persist, it shows lack of passion… Lack of faith in their product/service, and lack of belief that this product/service can solve a problem for their prospect. Furthermore, when a salesperson gives up on a prospect too quickly, it sends the message to the prospect that they are just another number. Sure, persistence can be naggy and annoying, but lack of persistence can strike a salesperson or brand/business off the prospects list forever. SHOW PASSION!
- DON’T ASSUME YOU KNOW WHAT THEY WANT – This goes hand-in-hand with digging/probing for objections and client needs. Sometimes prospective clients are just waiting for the salesperson to say the right thing… Sometimes the prospect IS in the market, and they have done a sh*tload of research… They’re just waiting for that one little keyword to make their ears stand up. But heck – they’re not just going to GIVE you the sale… Are you serious?? It is YOUR job to discover what tickles their fancy. Take me for example… Being a passionista of the sales process, I A) Give good salespeople my ear, B) Feel no obligation to make things easier for bad salespeople than I would for a good salesperson and C) Like to flesh out the sales call to see where it goes. I allow salespeople to take me on their own path… If they lead me down the wrong way, that’s their loss… I’m going to give them donuts. If they’re good – if they say all the right things and actually spark my interest, I will consider and take them seriously. That’s what I want. That’s weird. So what does the next guy/girl want? Don’t assume you know… Pay attention & go with it.
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