Most sales reps don't know how to listen to their prospects and clients, and this is why they have such a problem closing them. Use these three proven ways to improve your listening skills and watch your sales and income improve as well.
Think talking about the latest sports scores is building rapport with your clients and prospects? Think again. The point of relevant rapport is that your prospect will like you more and trust you more if you show an interest in their problems related to business, rather than their problems outside of business.
Anything that has even a hint of dishonesty or deceit rubs people the wrong way and does more to convince them not to join you in the business than it does to persuade them to take a look at your opportunity. So why not use honesty from the get go? Your prospects truly yearn for sales situations that maintain honesty over manipulation. No matter what might sound salesman slick or smooth to say... honesty really is the best policy.
Prospecting calls empower sales people to take control of their destiny. Cold calls done well perpetually generate new business. Combine networking with prospecting calls and watch your sales multiply!
When you make a subjective decision to view the extra five calls that you make everyday as "a well deserved break," it will amaze you how much you enjoy making them. You will not feel the pressure to make something happen, and consequently, guess what often happens? Yes, often something worth shouting about.
Often sales people use pushy phraseology that sounds like he or she is obviously trying to push the prospect in a certain direction. But prospects often resist. The key is to find out what your prospect wants. Once you know if your prospect wants what you're selling, setting a time to get together shouldn't be any different than setting a time to get together with a friend.
Questioning your prospects is the most important part of qualifying the. Learning how to use layering questions will take your sales career to a whole new level. Learn and then use these layering questions to instantly get better starting today.
Are you following a sales process? If not, you are not only wasting your time, but you are also losing sales because of it. You think you are in control, but in reality you're not. When this process is complete and everything is summarized, you will be in a position to determine if the prospect is qualified or not. Then you can decide to proceed with a prescription or simply walk away.
If you're having trouble overcoming sales objections, then here is what you do. Simply following these three proven techinques, and you'll be closing more sales starting with your very next sales call.