We hate pushy sales people as much as anyone else – BUT THERE IS ANOTHER WAY TO SELL!
We can teach you the 4 simple steps to building better relationships with your customers, converting more sales, and boosting repeat business. You don’t have to be a slick sales person to be good at selling - you just need the desire to HELP your customers get what they need.
THE ART OF SELLING!
One mistake many businesses make, is pinning all their hopes on “my next ad will bring ‘em all in”. The truth is, an increase in enquiry is only a small part in the equation of increasing sales and profitability. If you have an increase in enquiry, it does not necessarily mean you are going to have more sales. Your ability to sell is directly correlated to your success, so it pays to invest the time in the development of strong selling strategies that you and your team can easily follow.
It doesn’t matter whether you are selling big-ticket items or small, you will learn that every sale goes through four simple steps. These steps may be known by different names but here we call them TRUST, NEED, HELP and CLOSE.
STEP ONE: Building trust
It doesn’t matter if you are selling ice blocks on the side of the road or multi-million dollar private jets - if your customer doesn’t trust you, the chances are your sale is going nowhere. The first and most important step in the sale is developing a relationship of trust where your prospect values what you have to say and is willing to take your advice.
Trust is the deal-breaker in every sales process - even in quick over-the-counter sales. The bottom line is, if you don’t build trust, you don’t get sales. Never try selling to someone who doesn’t yet trust you. If you do, you are not giving yourself a fair chance.
STEP TWO: Uncovering the need
The important thing to realise as a sales person, is that you are out there to help your prospects whether or not they end up buying from you. The minute you take on that mind set, you stop being a sales person and you start selling! To really help your prospect, you must help them satisfy their need so it makes sense that you know what that need is before you give any advice.
STEP THREE: Helping your prospect
This is the single most important rule in selling – you must be out to help your customer! Once you have gone through the need phase, and properly discovered the problems you need to help solve for your customer, it is time to advise on the best solution. A good sales person will always put the customer first and the sale second. If you can’t help them, then you point them in the right direction rather than try to sell them something for the sake of getting a sale.
By this stage, having listened intently to your prospect, you should have a fair idea of which of the products or services you offer will be of the greatest benefit to them. So, now it is time to show your customer what their options are and the benefits they will get from each. Remember, your customer is interested in what’s in it for them.
STEP FOUR: Closing the sale
It is a shame when you see someone work so hard building trust, asking questions to understand their client’s real needs, demonstrating products and services showing the customer how they will benefit from each option, and then stopping three feet from the gold.
The old saying “if you don’t ask, you don’t get” has never been truer. If you want to be a successful sales person, you have to get over your fears and ask people to buy from you - the difference between someone buying later and buying right now is urgency.
2 Ways to revolutionise the way you sell!
1) Sales System Development
Understand your current sales processes and systems.
Before we look at making any changes to the way your business sells, the first place we start looking is at your existing sales steps and processes. This is normally done in a team session to explain what we are looking to achieve and to find out what the best sales people are saying and doing already. We also use this time to break down each of the conversion steps/touches in the process.
Introduce our four step sales training process and how to sell more without being pushy.
We will teach you the four simple steps to building better relationships with your customers, converting more sales, and boosting repeat business. You don’t have to be a slick sales person to be good at selling – you just need the desire to HELP your customers get what they need.
Write a sales system based on the sales training principles matched up with what already works.
The next part in the process is to define each of the individual conversion points and write an easy-to-follow sales system. A typical sales system includes the sales techniques including scripts, workbooks, templates, supporting material, etc that the team can follow. This also provides the foundation for your future recruitment and training systems. A good sales system gives you the ability to have a ‘birds eye’ understanding of each lead’s progress so that you can monitor how they are progressing through out your sales funnel. This system can also be integrated into a CRM (Customer Relationship Management) system if required.
Train the system.
Once the system has been written and tested, we then train your entire team to commence implementation.
Measure the system.
Like everything in marketing and selling, we need to make sure we put necessary steps in place to track and measure the system’s effectiveness.
Tune the system.
All systems in your business should be reviewed constantly and tweaked along the way to ensure they remain valid and effective, but also relative and up-to-date with all your products and services.
2) Training and Coaching
We can teach you how to build a successful sales approach and how to systemise your selling process to get greater returns from all members of your team without having to become pushy sales people.
As part of our on-going training, coaching and monitoring programme we work closely with sales people to teach helpful closing and objection handling techniques. In addition we also offer insight and training on how to recognise different personality types and use them to your advantage when selling and managing sales people.