How To Wow Your Customers

The field of selling offers some of the biggest financial rewards in any industry

. A top salesman can write his own paychecks, and will make what hes worth. One of the problems that plague salespeople is how to make sales consistently. Many sales training platforms concentrate on technique, but seem to forget that professional selling requires skillful negotiation and persuasion. Fortunately, there are a few ways to immediately make sales presentations more dynamic.

Learning to Talk Less

Almost everyone who has encountered salespeople has met those who simply can't stop talking. This seems to be something many people do when they become anxious or nervous, or both. There is a tendency to continue talking without giving the prospect any chance to respond whatsoever. There are even training programs out there that actually suggest talking more. However, nothing could be further from the truth. The simple fact of the matter is that a prospect doesn't want to be sold to, no matter how much they want to buy. The key lesson here is learning how to listen and talk less.

Knowing When to Close the Sale

Some sales trainers emphasize closing as something which must be done aggressively and continuously. In this day and age, this type of technique is simply not effective. The emphasis must be not just on the product or service, but how it benefits the client. The secret is gently emphasizing this point over and over, until the potential customer agrees. Outdated closing gimmicks and sales techniques from years gone by are no longer workable options in today's sophisticated marketplace.

Selling Benefits Instead of Features

Almost everyone involved in the selling profession realizes that they must sell benefits. What will separate top salespeople from those just getting by are those who have excellent communication skills and the know-how to connect with prospects on a deeply emotional level. After all, the prospect is only human with human emotions and desires. This involves asking several questions to determine exactly what the client desires, and tailoring your presentation to meet those needs.

Knowing the Prospect

In order to really enhance your closing ratio, it is highly important to have a full understanding about who you are selling to. Although this is the foundation of any good sales or marketing practice, it's often forgotten. Take the necessary time to understand how they operate their business. This will make it so much easier to tailor a presentation to be impressive and persuasive.

by: eugenejmunoz

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