The best sales people on the planet can sell your product or service better than you or anyone on your Sales Team without even knowing much about your product or service. Do you believe me?
If you don’t then your Sales could be much, much better. The best of the best never focus on the product or service… the best Salespeople never lose sight of the Big Picture.
What is the Big Picture?
The Big Picture (BP) is that “You must make your client sell YOU on why they must have your product or service”. This is essential or else you will be caught in that up-hill battle of “persuasion”. Persuasion is just a more polite way to say you are going to talk the client into the sale, twist their arm, apply pressure, use sales tricks… ALL the things that make your clients want to run the other direction when they see a Salesperson coming.
Why not keep your eye on the BP and let your client do the work. Let your client tell you why they need your product or service. After all is said and done and the client owns your product or has purchased your service(s)… they will be a much happier and more satisfied client if it was their idea to buy… and they weren’t talked into it. Additionally, you never have to deal with buyer’s remorse if it was their idea to buy. No more returns… that sounds pretty darn good.
So how is this accomplished you are now asking? Well, questions are the answer. In Sales, that strategy… “Questions are the Answer” is so very important. Tony Robbins, the world’s highest paid speaker says, if you want better answers then ask better questions. If you want different answers then ask different questions. More specifically, if you want your clients to answer Yes and not No then ask better/different questions.
What questions do you ask? Every Fortune 500 Sales Trainer knows what questions must be asked.
You have to ask questions like these and you have to ask them early on in the conversation:
- Tell me Bob, why do you think you need my product or service?
- Tell me exactly what made you want to talk to me? Why did you answer my ad, pick up the phone and call me or why did you take my call?
- How do you see my product or service working in your business (or life in a B2C play)?
- I know you have reasons to want my product or service but can you help me understand those reasons?
- How would your business (or life in a B2C play) be different with my product or service? What improvements would you see? How much money would that mean for your business (how much happiness/relief/excitement would that mean to you personally in a B2C play)?
I think you get the picture… it is not about telling your client all about your product or service OR telling them all about you and how great your company is (although there will come a time to introduce this information – once the prospect starts to ask all the right “Buying Questions”). Rather, your conversation should be all about the client. What is important to the client? What is their criteria for buying from you? What benefits do they see your product or service bringing into their world?
It is not for you to say what those benefits are. It is not for you to give a speech all about your product or service. It is about your client giving the speech. Try this… I think you will like the results…
My help is available:
If you like what you are reading then let’s talk. I can supply the leads for you… 100 leads (or more) at a time as often as you like. They will be in your predefined targeted audience identified by title, industry, location, size of company, etc. They will come to you and you take it from there.
Click here for more information: www.TopTenPercenter.com
Contact:
Shane Byers
Connect on LinkedIn… linkedin.com/in/shanebyers-sales-trainer-growth