There is a saying that in every sales meeting a sale is made. Either the sale man sells the product or the prospects sells the reason why he shouldn’t buy the product!Now how can a sales person make sure that he is the one who walks out with the deal?There are various factors but I will try to simplify it by focusing on only a few techniques which will greatly increase their sales techniques.Above all the person has to be a motivated individual, they may not know much about the product they are selling or even the company who they work for as long as they are motivated and honest about their lack of knowledge. Actually the prospects will appreciate their honesty even more! A positive smile and a positive energy is infectious.People buy people before they buy their products or services. So smile, show interest in the person, be genuine and show interest in their business by asking lots of relevant questions about it.When I was young I was told that one day I would make a great sales man. At that time I took at as a compliment, but now I take it as an insult! Because I know it means that I talked too much. Great sales people done talk much at all. They don’t pitch and pitch, they listen understand and show empathy. They share the prospects headache and offer them an aspirin for their headache they don’t go in offering them bandages at great prices! Because it is not relevant to their needs!Body language is important, adapt to your prospects tone of voice, when they speak slowly and low in tone you do the same. Wait for them to finish, don’t finish their sentence (that’s my favourite) for them. Don’t shake their hand to firmly or too softly, shake their hand as the person they can rely on to deliver what you offer them on time every time. The person who will take care of things when things go wrong.Don’t over promise and under deliver, don’t exadurate the benefits cause the prospect knows that things go wrong from time to time he wants to know what you will be do about it when they do.Before the meeting visualize and rehearse it until you almost know what they are going to say or ask, put yourself in their shoes and think about their primary needs and above all their primary Fears.Because once you overcome ALL their fears they WILL buy from you.People from any corner of the world are motivated to do things because of Two driving motivators 1) To gain pleasure 2) To avoid pain.
I often ask my clients which they think is the greater motivator…. The answer is …. The need to avoid pain!!
I give you an example to prove my point… you see at the beginning of each year people join gyms all over the world, they commit to paying silly prices for memberships of gyms with all the modern gadgets you can think of, why? Because they want to get fit healthy and have that Greek god body on the beach in summer, but guess what 75% of us pay that monthly fee every month but we never visit the place after January!! Why is that? Because the pain of going far exceeds the pleasure of having that wonderful figure! If it was the other way round the gyms will not be able to cope with the masses of members!
So why is it that when we sell we just talk about the benefits of why they should do business with us? Why don’t we assure them and re assure them about their concerns. For instance most buyers fear what would happen to their jobs or how they will look to their colleagues if they make a wrong decision, so what you do is build your presentation on over coming their fears. Offer them something, which makes the deal a no brainer for the prospect. A win win situation a no fear transaction.
Now what gets you deals is the close, even if you are the worst sales man/woman in the world, as long as you knock on plenty of doors eventually some poor weak person, some victim of your presentation will eventually say yes! But hey you’ve been trained by moi and you are the most motivated, hungry sales person with the sharpest tools in the box! During the conversation you hear lots of things the prospect is telling sound positive (we call these buying signals) such as : how quickly can you deliver? Whats the warranty on this product? What are your payment terms?
Here is when the confidense part comes in….. you ask for the business!!! You have practiced it several times before the meeting so you put it to practice again and you say the words.. so would you like to go ahead? … and they say no!!!! what all that hard work, training and they say no? how dare they… you see it takes several nos to get a yes accept it or you will need to get a job in a bank!! (no offence to bankers) the only reason the prospect says no its because you have not over come ALL their fears. So stop imagining yourself stumping out of his office, (you have also practiced this part) you thank him smile aknowledge his rejection and say theses words ‘may I ask why?’ and hopefully the prospect by now loves you and tells you all there is to know. Listen to their concerns, nod, smile and acknowledge, no matter how absurd they must be. Repeat the fear to them to show you have been listening. And as honestly as possible try to over come their concerns. If you cant be honest and tell them, get hold of the individual who does know and get the answers because you can take care of things! You can be trusted! You are liked and you are the greatest sales man living!
For that moment any way!
Get your paper work right, stop your fingers shaking when you hand the pen over for the documents to be signed and plan how you are going to spend your commission. After all you deserve it..
Next issue I will work with you to get the prospects attention over the phone within 20 seconds…
If you have any questions or want to contact me Direct please email me on be.unique@hotmail .com
Im available for corporate sales  training, motivational seminars, Birthdays and bamitsfas!
Til next time from your semi handsome sales coach Dariush