As a salesperson, your job is to create demand and then sell supply.
Creating demand is a pull marketing strategy that makes selling much easier.
It is important to recognize that sometimes, in spite of all your pre-screening, some customers are not a great fit for your offering. In these cases, it might be good to have an alternative solution in your bag of tricks.
Other times, when the market feels saturated, your offering needs only a few minor tweaks to open up to a whole new audience.
Did you know that most prospects are just okay with their current solution? A salesperson’s job is to sow a few seeds of dissatisfaction or make the prospect understand the consequences of their inaction.
When pitching to a prospective customer, many business owners make unintentional errors.
During sales calls, the prospect will often attempt to challenge your arguments. Here are a few tactics from master debater Ben Shapiro that you can use when a prospect challenges your claims.
Salespeople often dial up the fear of missing out on indecisive prospects. New research shows they have a greater fear, and that is the fear of messing up
Errors of commission reflect directly on the decision-maker, while errors of omission are easily deflected away from decision-makers, explaining buyer inaction
Negotiations
Talking about the negotiation process will help you be a better negotiator and get the kind of deals that you want.
Powerful Words to Master
More Sales Tactics
Most sales fail due to indecisive prospects who are fearful of making the wrong decision. However, you can improve your selling odds with the 4-step jolt effect.
As a salesperson, you should offer your product for a fair price, but prospects will always seek price concessions. When that happens, here is how the experts say you should handle it.
When selling to businesses, especially to a larger one with business divisions held to strict budgets, the timing of your pitch must coincide with their budget cycles.
When you call on a prospect for the first time, it is wise to make several observations about the prospect’s office that will prove valuable during the sales process.
There are five deadly sins that a salesperson can make to shut down even the most eager buyer.
When a customer has the ability to browse your products unattended, one of the biggest mistakes is not including a sale price.
When delivering your pitch to a customer, remember that there are limits to the amount of information they can digest in one sitting. It is better to have several contacts than one really detailed one.
Also, when it comes to the pitch, do not use this first meeting to vomit up your features and benefits. You should use the pitch by asking lots of questions so you will know how to craft a proposal that a prospect will accept.
Once the prospect says yes to the offer and becomes a customer, it is time to recommend cross-sales, add-ons, and bundles to maximize profits.
3-step business development plan: target client profile, identify decision influencers, and an “if you were me” discovery call.
An active referral program includes earning the right to solicit facilitated introductions using open-ended questions and client compensation.
When prospects ask for pilot projects before buying, there are trust issues. Here’s a 12-step process to neutralize trust issues with a pilot.
Customer service is defensive – account management is offensive but time-consuming. Rank worthy clients to invest in account management.
Many consultants are terrified to place a value on their knowledge & expertise. Discover 3 tactics to remove the emotion of asking to get paid what you’re worth.
Most business problems arise from a misalignment between the assumptions and expectations of each party and can be avoided with a sample letter of agreement.
You cannot sell services like you sell products. Discover how to sell services by understanding the importance of relationships, positioning, and pricing.
