Here are some Tips that I have learned over the years that will help you improve your Sales.
1. Ask for the order and be silent.
Silence is part of the language of influence. When you ask a question of your prospect… let them answer. Most salespeople think they do this… but they don’t. Record your conversations with prospects and you will be surprised what you hear yourself doing. Your calls never actually happen the way you think they do. It is ok to record calls for training purposes so long as only you listen to the calls.
2. Be Clear and Compelling.
People will buy today if you “give them a reason to buy today”. For example, if we can get you to move forward today then you will qualify for our special bonus this month.
3. Use a Sales Script.
Nothing should be left to chance. Your goal should be to know how you are going to close before the presentation even starts. Your prospect will appreciate your professionalism. You don’t read the script… You know the script inside and out so that it rolls off your tongue.
4. Develop Objection Responses (a script helps here…).
Your prospects are going to give you objections during the sales process. Be prepared to handle these objections. Here are two tips:
- When the prospect says an objection, say “tell me more about that” and then be silent.
- The second tip is to handle an objection with a question and then be silent.
- Ex. If your prospect says I need to talk to my Boss. You say, what do you think your Boss is going to say? Be silent.
- Ex. If your prospect says he doesn’t think it is in the budget. You say, if the decision was up to you would you move forward today? Be silent.
5. Embrace Selling.
Many people resist selling because they think sales is arm twisting, high pressure, etc. Selling is about serving others. Learn to embrace sales. It is not a hard sell… it is a heart sell.
6. Be Urgent.
Create Urgency in Your Prospect. If you can help your prospect to find a reason to take action right now… you will close many more sales.
7. Give your prospect choices: Examples:
- I am looking at my calendar. I am available on the second or the ninth. What would work best for you?
- We accept visa, Amex, Discover or MasterCard. Which card would you like to use?
- We can deliver your equipment on Monday or Wednesday. What would work best for you?
- You can buy our service for one month or 12 months. If you buy 12 months you will receive a discount. What would work best for you?
8. Self-efficacy skills help clear your path.
If you are an important person then people already know it. You don’t have to tell them. Put your prospects first in their mind. Like I always say, “it’s nice to be important but it’s more important to be nice”.
9. Fake it till you make it.
People form their initial impression of you within the first 7-15 seconds of meeting you. Well, it doesn’t hurt if you stack the deck in your favor a little bit. Treat everything you do as if it were a performance. Adopt this phrase into your vocabulary… It is only three (3) little words…
Those words are, “ACT AS IF”. From here on “ACT AS IF” you are the President of the United States. “ACT AS IF” you have a Million Dollars. “ACT AS IF” you know you are going to close the sale.
10. YOUR “I.Q.” WILL NEVER BE AS IMPORTANT AS YOUR “I WILL”.
A lack of skill can be made up for with a big “HEART”! I’d rather have a Salesperson with 75% talent and 125% “I Will” factor than an employee with 125% talent and 75% “I will” factor.
People succeed much more often from an abundance of perseverance than from an abundance of ability. An old Japanese proverb says, Fall seven times, stand-up eight. Ask yourself, “What’s your “I Will” factor? Your “I Will” factor determines if you are going to make it or not.
11. The decisions you make today will turn around and make you tomorrow.
Be aware that you are making decisions all day, each and every day. Every decision you make is very important. You make decisions to pick up the phone, follow-up a lead, visit a prospect, etc. If you don’t start making some different decisions each day then your tomorrow doesn’t look too different from today.
12. Start every day not with “WHY?” but with “WHAT IF?”
What if you made the biggest sale of your life today? How would that feel?
13. Think positive. Explore your “DREAMS”.
Let me ask you…How exactly would you feel if you were telling someone about how you won a $100 Million lottery? Would you be smiling or what? That feeling of exhilaration that you are feeling at that moment is a good thing. You should strive to feel that way all day, every day.
14. Respect people.
When you are talking to a prospect, respect them enough to give them your undivided attention. Simply decide to make the commitment to give them X amount of time and during that time give them 110% of your attention. This will improve your communication with that person immensely. Additionally, you will have gained an ally because people very much enjoy the feeling of being important to someone. By listening to them you are telling them they are important.
15. Joe Louis (the famous Boxer for you younger pups said… “You only live once but if you work it right, once is enough”.
I’ll leave this thought for you to decide what it will mean in your life.
My help is available:
I’ve spent most of the last 30 years in Sales in one capacity or another… I have trained Sales Teams to sell products for Tony Robbins, Chet Holmes, Scott Hallman, Jay Abraham, Keith Cunningham and many others…
If your Sales Team needs a tune-up, a major overhaul or if you just want to implement your own internal sales training system… let’s talk.
Click here for more information: www.TopTenPercenter.com
Contact:
Shane Byers
Connect on LinkedIn… linkedin.com/in/shanebyers-sales-trainer-growth