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Forget you and forget your standard sales presentation.
Let me explain…all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day…all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.
So what does this mean to you and importantly how can you use this to increase your sales success?
It’s really important to get into the map of your potential client, really understand them, their problems and desired objectives. Only then can you deliver an offering that is irresistible and create the desire to buy from you.
Why is it then that so many people pitch their offering before finding what the buyers ‘map’ is?
This causes so many challenges when it comes to sales:
– You get objections
– Not everything you pitch will be relevant
– You may leave relevant information out
– You’re not able to close based on the map of the buyer so closing is more random
It’s so much more effective…and easier, not to start with your pitch. Start by asking well crafted open questions. Any that start with who, what, when, where or how. Avoid ‘why’ questions as they are so confrontational. Find out what’s going on in their world, from their perspective.
Do they want to solve a problem or do they need something to move them forward?.
Forget what you think they need until you’ve got every last scrap of information from then. Then you can tailor your pitch exactly to their needs…using their words, values and beliefs.
It’s also crucial to use ‘YOU’ language. This is so much more engaging for them and shows that you are really in their space…their map! Whenever you use ‘WE’, ‘I’ or your company name, you are in your map and focusing on yourself, your offering or your company.
Do this and the benefits will be enormous:
– No objections because you’re only responding and not pitching
– More engaged buyers because you’re focusing on them
– Greater depth of information from your ‘YOU focused’ open questions
– More tailored close
– Higher conversion rate…more sales is always good 🙂
In short you’ll be increasing your selling skills – and increasing sales!
One more thing…give your buyers lots of time to answer, really listen and pause when you think they have stopped. It’s often in these pauses that you’ll get the golden nuggets of information.
Until next time.
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking