In the previous article,Â weÂ looked at the 3Â of the 10 tactics that can improveÂ on theÂ effectiveness of your selling.Â Â We will continue with the remaining of the tactics.Â
Speak to your prospect just as you speak to your family or friends. There’s never any time that you should switch into “sales mode” with ham-handed persuasion clichÃ©s and tag lines. Affected speech patterns, exaggerated tones, and slow, hypnotic sounding “sales inductions” are never acceptable in today’s professional selling environments. Speak normally, (and of course, appropriately) just as you would when you’re around your friends and loved ones.
Pay close attention to what your prospect isn’t saying. Is your prospect rushed? Does he or she seem agitated or upset? If so, ask “Is this a good time to talk? If it’s not, perhaps we can meet another day.” Most salespeople are so concerned with what they’re going to say next that they forget there’s another human being involved in the conversation.
If you’re asked a question, answer it briefly and then move on. Remember: This isn’t about you; it’s about whether you’re right for them.
Only after you’ve correctly assessed the needs of your prospect do you mention anything about what you’re offering. I knew a guy who pitched a mannequin (I’m not kidding)! He was so stuck in his own automated, habitual mode, he never bothered to notice that his prospect wasn’t breathing. Don’t get caught in this trap. Know whom you’re speaking with before figuring out what it is you want to say.
Refrain from delivering a three-hour product seminar. Don’t ramble on and on about things that have no bearing on anything your prospect has said. Pick a handful of things you think could help with your prospect’s particular situation, and tell him or her about it. (And if possible, reiterate the benefits in his own words, not yours.)
Ask the prospect if there are any barriers to them taking the next logical step. After having gone through the first eight steps, you should have a good understanding of your prospect’s needs in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you’re now ready to bridge the gap between your prospect’s needs and what it is you’re offering. You’re now ready for:
Invite your prospect to take some kind of action. This principle obliterates the need for any “closing techniques” because the ball is placed on the prospect’s court. A sales close keeps the ball in your court and all the focus on you, the salesperson. But you don’t want the focus on you. You don’t want the prospect to be reminded that he or she is dealing with a “salesperson.” You’re not a salesperson, you’re a human being offering a particular product or service. And if you can get your prospect to understand that, you’re well on your way to becoming an outstanding salesperson.
Robert Kiyosaki took more than 2 years to become good at selling.Â Â If you are able to apply the above tactics diligently, I am sure you can fare much better than Robert Kiyosaki when he first started.