1 Powerful Sales Technique
Posted by: Cheryl Clausen in sales coaching, tags: sales coaching, sales skills, sales techniqueThe objective of marketing is to develop relationships. The relationships you develop give you the opportunity to hold open honest conversations. Through those conversations you get to the truth.
The truth about what the other person is looking for, what they want, how they see themselves getting that, etc.
One of the most important concepts to understand when it comes to selling is what selling is really about. Selling is about making connections. Your goal is to help the other person make a connection between what they are already willing to pay to get and your ability to help them get that better than their other options.
Now here’s the secret sauce for making sales connections happen… the COMMON ENEMY. The common enemy triggers powerful emotion along with the desire to act. You can’t close a sale without emotion and a strong desire to act NOW.
So how do you find this common enemy? Through the open and honest conversations you hold.
Plus you can look to the world around you and pinpoint common enemies. Right now a common enemy impacting the decision process for nearly every potential buyer is FEAR. Your potential buyers fear…
- Getting something they don’t want
- Not getting something they do want
- Feeling powerless
- Financial uncertainty
- FAILURE
To mention just a few of the common fears holding your potential buyers back and preventing them from acting now.
SO… once you understand and tap into this common enemy and how it impacts your potential buyers…
and THEN make a connection to your stuff…
AND THEN demonstrate how you are on their side and want to work with them to TRAMPLE this common enemy…
Your sales will increase. There’s no way around it. You are immediately empowered to help your potential buyers get exactly what they want the way they want it.
Chaaaachinggggg!
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September 9th, 2009 at 12:41 pm
Selling is really about making connections. If you don’t take care of your relationship with your buyer, things will not succeed and you won’t be able to do business and make cash out of that relationship. I don’t mean that relationships with buyer always means profit or money. But that’s how the sales process go, right?
Every time you sense a buyer’s fear, you should avoid it right away, immediately. You want the best for them as they expect the best from you. We don’t want them to back out just because we failed to know and avoid their fear.
September 9th, 2009 at 3:15 pm
Don’t you hate those people that only call you when they need something or they want to sell you something? Those selling techniques hopefully are long gone. I still get a call once in a while by a long lost friend who will only call me whenever they have a new business up their sleeves. Why do they have so many different businesses? Exactly because they don’t treat their sales relationships as that, relationships. They see people as numbers and dollar signs. If they only call me just to tell me about their latest adventure, that means they are doing the same to who knows how many other people. To be honest, as a consumer, I won’t purchase from those people because I know that they will be here today and gone tomorrow.
I like stories, so here’s one for you…
My neighbor across the street hardly talks to me (hope she doesn’t read this, lol) but she called me the other day to tell me about this new business her and her husband were getting involved in. She thought I was perfect for this business. How does she know? She doesn’t even know me that well! My first question is always: “How much?” - Yes, Im very skeptical, gotta be or Ill be in the poorhouse- she says, “$500″. Five hundred dollars?? She wants me to invest that money on a business that I don’t know if it will work for me or not just because she thinks I’m perfect for it? Nah. Not my cup of tea. If she would have built a relationship with me first maybe I would feel better about whether her opinion would hold water. Right now, I just feel like a number and a source of income for her if I join. Not a very fuzzy feeling inside. So, I’ll pass.
Relationships are the core of sales.
September 9th, 2009 at 3:34 pm
Great story Mary. Unfortunately, with the high level of unemployment right now you can probably expect more calls like that.
As more and more people lose their jobs many will find themselves forced into a need to become an entrepreneur. The MLMers are right there to draw you in.
A cold hard fact most people overlook in network marketing is it’s a flawed model. You aren’t really selling the junk you think you’re selling that can be easily purchased elsewhere at a far better price. Nope you’re selling the HOPE of financial freedom.
So even though you could eke out a meager existence if you could find enough people to regularly buy your stuff your upline will constantly push you to canabalize your customers in an effort to expand your earning power.
This works great for the owners of the network marketing company because it’s all about inventory turns for the company. The more newbies they sign-up the more inventory they turn. They know it’s nearly impossible to find a customer base that will continue to purchase from the network marketing.
Think about it. It costs more for the stuff. It’s more inconvenient to get it. And even when you want to get the stuff you’re constantly asked to do things you don’t want to do.
Good thing you didn’t open the door on that one Mary.