Salespeople have to recognize that resistance many customers show is not resistance to what you are selling but resistance to You the salesperson. Prospects often create objections to cover up for their resistance to you the salesperson. Recognize the following 6 facts and you will be able to sell better:
1. Do You Have High Conviction in What You Are Selling?
A salesperson must believe 110% in what he is selling is GOOD FOR THE CUSTOMER. He cannot have an waver in his conviction. Note that having conviction is not necessarily having supreme product knowledge
2. Do They See Eye to Eye With You?
If two people want to do business together, the details will not stand in the way. On the other hand, if two people do not get along well and do not see eye to eye, no detail will pull it together and make the sale happen
3. Is there a Foundation of Trust and Mutual Agreement?
The sales process must be built on a foundation of trust and mutual agreement. Relationships that are open, honest and free of tension create long-lasting business associations that pay off in many ways for many years
4. Do You Prescribe After Diagnosis?
In medicine, prescription before diagnosis is malpractice. In sales, many salespeople are so caught up in pushing what they have without first understanding the prospect's situation. A good salesperson is like a doctor, the customer trusts him 100% because he does not offer solutions before he completely understands his customer's business.
5. Do They Feel Understood and Appreciated?
People buy because of good feelings and solutions to their problems. So they must feel understood and appreciated, not because the customer was made to understand the salesperson's product or service
6. Do You Impose Decision on Client?
People like to make their own decisions, regardless of how wise or unwise those decisions are. If a salesperson impose solutions upon clients, they will resent both the salesperson and his solution. You can help the customer make a decision by doing in a way that makes the customer a partner in the solution, not your servant in the solution.
SALES POWER
MASTER SELLING STRATEGIES AND INCREASE YOUR SALES INCOME
Date: 25 June 2015 (Wed) 9 am to 5 pm
Venue : The Plaza 02-346 7500A Beach Rd
Fee: $398 each, $299 each for 2 & above; $249 each for 5 & above; $199 each for 10 & above (with PIC 60% grant)
You and your team have been working very hard and your company products and services are quite well accepted in the market. Your company has also invested heavily in marketing and systems. Yet you find it a challenge to keep up with the ever rising customer expectations and sales targets.
Make no mistake: all sales activities must have power or you will lose business to your competitors. Whether you are new or experienced in sales, if you too want to make this year the best of your career, come for this high impact 1-day course...Sales Power...
Note: With effect from 1 Jan 2012, all our training programs enable you to get 60% cash payout from the Government under the Enhanced PIC scheme. So take advantage of this Budget Goodie and train your team on selling and/or management skills. Call Andy at 8201-4347 for details
POWER-PACKED CONTENTS INCLUDE:
- Problem with Most Salespeople and What to Do about it
- How to Take Inspired Action by Setting Goals that Drives You
- The Five Most Elements in Sales - Prospecting, Marketing, Selling, Transactions and Wallet-Share
- How to Double Your Sales by just 10% Increase in Each Line
- Top 25 Strategies on the above (include your case study)
- The Sales Process from Needs to Closing
- Selling differently to different VAK and DISC people
- Building Rapport with NLP Match & Mirror
- Overcoming Objections in 15 Key Ways and another 68 methods
- Sales Negotiation and How to Negotiate without compromising too much
- Jeffrey Fox Power of Dollarization
- The Ultimate in Sales Power: Enjoy the Journey and How
Bonus: Sure-win Scripts to Close Every Sale and Service Customers
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