Who Else Wants to Hit All Time Sales Highs In Spite of the Economy?
Posted by: Cheryl Clausen in sales coaching, tags: how to sell, sales coaching
photo credit: dan taylor
Recession, stagflation, down sales…what are we going to do? Troy White recently wrote a post about price and why your fears may not be valid. Hello, the economy is a great reason for increased sales. Cut the pity party and discover the gold mine right under your nose.
It’s never about price it’s always about value. Yes, when the pocket book is light you are more thoughtful about how you invest your money. You’re looking for the best value for the money you trade. Position your solution as the best value.
Telling isn’t selling, listening is the way to sell. The whole time you’re talking you’re blowing your chance to sell anyone anything. Ask thought provoking genuine questions that help you understand what the prospect wants. When you do you’ll both discover their highly motivating reason to buy.
Don’t confuse sympathy with empathy. Empathy is understanding what the other person thinks or feels. You don’t necessarily share those thoughts and feelings. When you’re empathetical you remain impartial and seek to help the other person. When you’re sympathetic you’ll wallow in their pity with them. That doesn’t help them.
The very objection the prospect gives may be the reason they need to buy, and buy now. When you get down to the real reason the prospect can’t make a buying decision you’ll very often discover the motivating reason the prospect needs to buy. For example, some people think they can’t afford coaching. A legitimate question is, “if you don’t get help now will you even be in business 3-6 months from now?”
Why do your prospects need your solution now more than ever? You know their objections, you understand the current environment, and you know what your solution does for your clients. Once you convince yourself you’ll be able to help others uncover their reason why they need your solution.
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