Professional Sales Training Is The Answer To Excessive Talking
Professional Sales Training Is the Answer To Your Show Up and Throw Up Problem
Professional sales training has helped thousands upon thousands of sales people to get passed their inclination to show up for a sales meeting and then throw up every possible piece of information you have on your products or services.
Instead, what you want to do is Ask the Questions to get the sale. Never forget that you arent selling your products or services... you are selling Customers! You must ask the questions to learn exactly what your customer wants, needs and is willing to buy.
I use to find myself just rambling on to a polite customer about all the features and benefits of my services. And then I would remember I was forgetting the most important thing... asking the customer what he or she wanted to know, needed to know, and what they really cared to know.
You can be very smart at times. You can learn to know everything there is to know about your product or service and how it stacks up against your competition. You can be fluent in mortgage language, drug speak and so on but if you dont address your customer properly, youre wasting everybodys time. You have to learn not to show up and throw up all the data, facts, figures, etc. and miss the opportunity to learn what your client is looking for. Have you ever talked yourself out of a sale? I have.
Ask the questions! That is the focus of today. The answers to your questions will identify your customers wants, needs and objections. You need to know them and your customer needs to know you care enough to ask the questions.
Here are 3 tips for Asking The Questions and unlocking more sales
-Probe - No one likes this word. Its used in alien abduction movies, senate hearings on corruption or steroids in sports, and it was even a pretty cheesy and poorly made midsize car in the 90s. Youve heard it in every sales training youve ever been through, or at least I have. Its one of those words that has been used so often, its lost a bit of its power to motivate. Its just part of the sales process. So the probing part of the sales process becomes as mundane and rehearsed as the rest, and we start to show up and throw up our questions, too.
In actuality, this can be a make or break moment in the sales call, and it comes early. You could spend a ton of time working with a potential client whos already decided theyre not buying from you. Make sure you start early, take a real interest in what they care about, and LISTEN to the answers.
-Cushion and re-state objections - gain more understanding, and make sure you know exactly what they want.
This one is simple. ALWAYS re-state objections, needs, wants etc. There are many ways to do this, but the most effective is to ask a question.
Dont be patronizing, or act like you werent listening. Simply make sure you understand what their concerns really are. At this point and time in a sales call, usually when the presentation or sales pitch is in full swing, you need to make sure you arent assuming anything.
If there is an overt objection, e.g. Thats too much, or I dont like that feature, or your competitor does it differently be understanding, cushion with an agreement, re-state the objection, make sure youre clear and then address it properly.
-Offer Solutions respond appropriately - What does the customer want? How do you address the objection? You need to offer solutions. DO NOT make excuses. DO NOT talk down your competition. This is about THEM and what YOU have to offer.
Dont call their baby ugly. Maybe theyve dealt with the competition in the past and liked it. Maybe their daughter-in-law works there. Maybe theyre put off by sales people who talk down competitors.
The point is, a solution is not found by bringing up a problem with something else. A solution is a real, tangible answer for an objection. Dont brush past it, ignore it, or downplay its importance. If the customer has an objection then offer a real solution. Get help from a colleague or supervisor if you need to.
If you have some fence sitters and we all do, make contact and ASK THE QUESTION. Whether its a closing question or an uncovering objections question, ask it. Or maybe even a discovering needs question if youve not had the chance to do that.
Most professional sales training courses teach you to take detailed notes. Make it your mission to find out what the ultimate goal for each customer is. Sometimes its easy but most of the time customers are guarded. If you care enough to really try to help, theyll see that.
Dont just show up and throw up all of the jargon youve learned. SELL! Find out what they want, and close the deal. Happy selling!
Troy Jones is the owner of http://www.MagneticSalesTraining.com and is currently working as a salesman in the competitive mortgage industry. The site reviews sales training offerings available on the Web and offers other sales related resources.
by: TroySales
The professional terms of watch Vision Shopsters: 2010 Worldwide Professional & Management Development Training Industry Report Vision Shopsters: 2010 Worldwide Professional Employer Organizations Industry Report Working Your Way Through Delhi The need for professional Joomla Developer in today's era £1 Million Worth Of Cover? Who Needs That Much Professional Indemnity? Essentials of a professional web design Exclusive Dating Services for Corporate Dating for Professionals Expatriates Working In China With Criminal Records The Working Of Banner Advertising Skillful Back Office Professionals Tips For The Discouraged Job Seeker The Essence Of Professional Photography