Book a meeting
Home About us Sales articles Digital marketers articles Sales videos Marketing videos Libraries Courses Contact us

ori sales

Overcoming objections sales techniques

by

The most comprehensive guide on sales techniques to overcome objections

Do you know the feeling of losing the sale because you let your prospect off the hook? As entrepreneurs, we all know. Most likely it occurs because you haven't succeeded in handling common sales objections. In this sales cycle, customers felt that they couldn't trust you or the deal is unworthy.

 

In this article on overcoming objections sales techniques, we'll charm you with: the meaning of objections, its importance, types of objections and techniques to hurry the decision-making process.

 

Before we start, let's postpone a bit on the number of potential buyers' objections.

Statistics of common types of objections

60% of customers would say no 4 times, before they agree to buy. You can read more here on this topic.

 

You will have to call customers 6 times before you win most of your deals. You can read more on this topic here.

Table of content

What are real objections and bluffing

The customers are telling you "it is too expansive."What do they mean? They don't want to buy the product. Of course, not! They tell you they are not convinced that the product is worth the money spent. In this example you could realize, what is an objection.

 

An objection is when customers don't understand how the product functions, its entire benefits, they don't believe you, your company or trust themsleves. It can also be when they are not the only ones who make decisions. They usually don't say "no" but "not yet"!

 

Still, there are types of typical sales objections. Let's take a look at the next example to understand the differences. This time we will take a business consultant example.

Customer: I want to think about that. Business consultant: I can understand that you don't like to decide on the spot. I totally get that. Still, you told me that you want to develop your business and reach more customers. Right? Bookkeeper: Yes, I want to find my target niche. Business consultant: Yes, but if you postpone your decision, your business won't be promoted as you probably wish. So, what is holding your decision, you don't believe that I can help you, you don't see the value I can give you or there is another person whom you decide together?

Sales professionals comprehend that there is a type of sales objection named bluffing. The second type is the true objection. When customers want to think about it, they bluff. Think over this surreal situation, customers finish the sales conversation, take a pen and start to write pros and cons. Does it really happen? They have real concerns which they aren't sharing. You have to find out the real reasons why they don't want to buy right now. In the last example. the business consultant said: So, what is holding your decision, you don't believe that I can help you, you don't see the value I can give you or there is another person whom you decide together? In this case, you opened the common concerns to what really bothers your customers.

 

In short, a bluffing objection is where customers say something, but they don't mean it, or it is not the real reason why they aren't buying. The true or real objection is what is holding your potential clients from buying.

 

After we clarified the meaning of objections and its types. Let's charm you with why you need customers to object.

The importance of an effective objection

Let's charm you with the next example to understand why objections are important in the sales pitch. This time, we'll take a baker selling for social events.

Baker: As I said I make 5 versions of bread, a cream cake, 3 types of muffins and 10 family vegetables pizzas. All of these goodies will cost you, instead of $640, only $570. That, because you take a package of pastries. HR manager: It sounds great. Can you call me in about 2 hours? Baker: Of course.

After 2 hours, the baker called the HR manager, but there was no answer. He also tried the day afterward, still no answer. As you can see, the deal has slipped away. Actually, the HR manager had to get permission from the finance director. She thought it was too expansive and didn't approve it. If the HR manager told the baker about the decision-making process, he might have succeeded to reach the finance director and convince her.

 

As you figured out, if customers don't object, you can't know that they want the product or not. In most successful sales, customers have to ask questions or raise their real concerns. Only when you face their hesitation to their satisfaction can there be a sell.

 

This is only one reason out of four, why you want customers to tell you what bothers them. Here the entire reasons of the objections' importance:

The first is customers share their worries, needs and dreams in the buying process. Which means that you can touch better their pain points to make a potential customer a paying one.

The second is getting feedback from your customers. This is a good opportunity to reveal what you were good in the sales cycle, conversation and in the current product. Also, what you need to improve in your next sales conversation.

The third is having a dialogue with your customers. Whenever you have a discussion, you raise the chances dramatically to close the prospective buyer. Remember the sales law that customers have to speak at least 50% of the time.

The fourth reason would surprise you! This is an opportunity to squeeze the lemon for lemonade. You can exploit the valid concerns to up-sale or cross-sales. For instance: the customers can say that they see how the current product can address their needs. This is where you can elaborate on a better product or sell more features.

We hope that now, you understand why it is crucial to encounter objections. So please don't be afraid of it; instead embrace objections!

 

Next, we'll charm you how to handle objections in a sales meeting, cold calls, etc.

Ready to take control of your sales and marketing? Let's Talk

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Sales methodology of how to deal with objections

Before we start giving you sales tips, let's show you what you shouldn't do regarding overcoming sales objections. We'll take a business course owner.

Customer: I don't have extra time to start another course. Business course owner: What do you mean? This is a great opportunity for you to take your business to the next level. You can try one month and see how you can promote your business and sales skills. Customer: Thank you but let me get back to you.

In this example there were two mistakes:

 

The first is that the business course owner has cancelled the customers' objection by saying: What do you mean?

 

The second is that he didn't try to soften the customer's objection before starting handling.

 

As you can see here, a professional sales rep would, always, try to use active listening. That, by listening to the customer's objections and relating to them before giving solutions. In this part, this is exactly what we'll teach you. We'll charm you with 3 tools to open the sales objections handling.

 

Before we start, we'll give examples of 2 types of common objections: lack of trust and value. Inside trust, we will focus on I don't want to obligate. Inside value, we'll discuss on I don't believe that this is the product I need, and I don't have time.

Empathy

This is happening when you show your customers that you can understand them, but you don't agree with them. For instance:

I don't want to obligate - I can understand that you want a shorter plan. Just that... I don't believe that the product will give what I need - Thank you for raising their important issue. I can tell you that... I don't have time to use the product - This can be challenging. If I've a solution for that, will you want to start using the product?

Mirroring

This is an extremely powerful tool for dealing with objections in sales. You repeat what the prospects have said in your own words. You simply reflect and conclude their needs, problems, dreams, etc. For instance:

I don't want to obligate - I know that you weren't planning to take a long-term plan. However... I don't believe that the product will give what I need - If I understand correctly, you think that the product won't solve your problem. Why do you think that? I don't have time to use the product - We are all busy people. It is good, right? Let me tell you why it is not an issue...

Turn a problem into a solution

An amazing tool that shifts customers' concerns to products' solutions. You simply tell the prospect that what they consider a problem is actually how the product will address their needs.

I don't want to obligate - A great point. I think you will be surprised how our new plan will solve this issue. I don't believe that the product will give what I need - This is exactly why we have featured X which grants benefit Y. Do you know how it will address your needs? I don't have time to use the product - It can be solved to your satisfaction. Will you want to know how?

After, you soften customers' objections in the sales process. Now, we'll charm you with 4 other tools to proceed overcoming common objections. We'll use different objections.

Proportion

Think about a couple who have an argument. She wants to go to the video theater. He wants to go to a pub. From here to there, she says, he isn't considerable. He replies that they, always, do what she wants. We all know that there are much more important issues in life. They need to get back to proportion.

 

As you clearly figured out from this example: a proportion is when you minimize the problem raised by the customers or say indirectly that the concern is irrelevant for the product usage.

 

Let's charm you with 2 examples of how a sales leader can use this tool:

It is too expansive for a mortgage advisor: I can understand that the price issue is important to you. Still, what you invest here will return to you. Sometimes, you can save thousands of dollars which you probably agree that is a lot of money, right? I don't have time to start practicing for a fitness trainer: I know that you have many other things in mind. This is exactly why I'm very time flexible. I always keep open slots in the morning, noon or evening. Hence, any trainee can find their own suitable time.

Crowded effect

One of the situations in which you can visualize crowded effect is when you go to a restaurant. One restaurant is almost empty. In the other restaurant, there is a line waiting outside to enter. Would you stand in line and wait or eat in the empty restaurant? You probably would wait for the busy restaurant. This is due to the wisdom of the crowd. If many people are waiting, it has to be a good restaurant.

 

So the crowded effect is declaring that there are many other customers who use, recommend or are satisfied with the product. Then, the prospect feels that they are a part of a successful product. It also helps in building trust with customers.

 

Let's charm you with 2 examples on how to use this tool to overcome other potential objections.

I try to manage my social network, but I don't see any traffic to my website. How would it be different in your end - This is great that you have asked me. I'm an expert in the sports industry. I manage more than 10 customers whose website traffic has increased by 15% on average. I've many references of satisfied customers; you can read these client references for instance. A customer wanted to consult with her partner about hiring a video editor for their business - I see. You decide together for any decision regarding the business. I understand correctly? I can tell you that I do b2b sales and there are many customers who decide together. They are also my best customers. They take the decision to hire me, when they are fully confident that I can deliver what I promise. If I gave you a way to try my services, would it help you start working with me?

Guided Imagery

Do you remember the commercial for Old Spice? There is a presenter who refers to women. He asked them to look at their man and then at him. Then he tells them that if their man will use Old Spice he won't look like him, but he would smell like him. Afterward, the scene has been replaced, and now they are on a yacht. Now he is saying that you are on a yacht with a man that can smell like me. At the third scene, he asked the women to look at his hands. He said now I have 2 tickets that you can take you man who can smell like me. This is a great demonstration of using guided imagery. Watch the commercial below.

Video thumb

Guided imagery is the art of objection handling. Successful sales reps use it very often, and it works like magic. You describe to the customers how their lives would be better, when they use your product. It is an implementation of storytelling, and it enhances a positive perception of customers.

 

Let's charm you with 2 examples on how to use this tool to win a business deal.

A customer is saying please send me everything via email on organic marketing - I understand that you are interested in the service, right? I'd be happy to send you everything as you asked. However, it wouldn't be like me telling you about the service, and I couldn't answer your entire questions. In this situation, you are losing the opportunity to be ranked on first results in primary search engines. Think about how you could increase your profit margins. I don't have a budget to invest in real estate brokerage - This is why you don't need to spend a penny right now, only when I sell your apartment. Like most of my customers, I'll get you a better deal than what you get on your own. Imagine that you earn 30k more, how wonderful the feeling will be?

Return of a need

Think about times that you haven't taken any food to work. This is because you weren't hungry in the morning. This is a huge mistake because the need for eating will evoke after a few hours. This example is all about the return of a need tool.

 

This is one of the most commonly used in the objection handling process by successful salespeople. You remind the customers why do you speak in the first place like hunger reminds people they need to eat. So, you actually ask closed or open-ended questions to customers regarding the pain points, urgency to solve their issues and so on. Here we'll charm you with 2 last examples.

I want to think about building a website - I'm glad to hear that you are considering positively hiring my services, right? You told me before that you comprehend that a website can convert prospects into paying customers faster, correct? So what is holding you back in the decision? Aren't you sure that I can build a great website, you still don't believe it is worthwhile to build a website or there is another person you want to consult with? I need to speak to my boss regarding hiring an independent interpreter service - I can understand that you aren't the only decision maker in the process. The question is how your life would be easier if I translated the documents on my own? Also, have you considered how much time you would save using my services? If we both agree about these crucial points, can you kindly sit with your boss and I could speak with both of you together?

Summary of handling objections in the selling process

In this article we charmed you with: main types of sales objections like real and bluffing. Also, what is basically an objection, and why knowing how to handle objections will aid with closing more business deals. In the last part we have discussed 7 tools to start handling sales objections.

 

Each time you start dealing with objections, ask closed or open-ended questions. That, to reveal if this is the primary concern holding customers from buying. Remember that in most cases, "want to think about it" or price objections are a bluff. You will have to find out what is hiding beneath. In addition, most of the time, value, trust and consulting objections would be a real objection.

 

After, you comprehend the real objection, now, start handling it. Start, always, with empathy, mirroring or turning a problem into solution tools. They will assist with making the customers more cooperative. Then, use the other 4 tools to solve their problems. You can even combine between these 4 tools to get better results.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Dealing with suspicious customers

by

Dealing with suspicious customers, raise customers' trust vs apprehending which customers have suspicious bahaviour- Sales Charm for Businesses

Nowadays, customers are less trustful than ever before. Many deals would fall because prospects don't believe themselves, your company or that the product would deliver, what you have promised. Hence, in this article, we'll charm you with step-by-step guide on raising customers' trust using the power of sales and marketing. In the second part of this article, we'll charm you with how to recognize a suspicious customer. Meaning, what are the signals to determine "bad customers".

 

At the end of this article, you will have the basic steps to lower down difficult customers' defenses on one hand. On the other hand, how to avoid dealing with suspicious activity and suspicious people.

 

You can skip to the second part of this article here.

Table of content

Marketing tools for dealing with suspicious customers

Marketing is one of the major key points to closing more customers. Think about the first action you have to take to transform a cold lead, into a paying customer. The answer is very simple, you need to be out there, present. Accordingly, you ought to expose yourself as much as possible.

Exposing in marketing to lower barriers for difficult customers

In most cases, prospects would have to encounter your marketing several times, to start following you. As a business owner, you ought to show your expertise. It can be done by tips, articles, demonstration videos, reports, quotes, comparison charts, etc. In the next section, we'll charm you a bit with examples: how to evolve your marketing activities to lower the numbers of cautious customers.

Tips and titles for articles to catch customers' eyes

One of the most successful ways is to publish posts and articles, at least twice a week. This is assuring that the social network algorithm will start exposing you. Also, whenever prospects start visiting your website, it signals Google that you have content. Moreover, if they stay longer, it will improve your ranking. Thus, you will be more exposed.

 

Here are some ideas about how to build up your content marketing.

 

A very simple trick is just to start with "how to" as shown below.

 

* How to become an influencer

* How to find the best leads for your business

 

Another way, to attract prospects is by showing numbers or percentages. People tend to remember numbers better. You can try:

 

* The 99% system that will make your business more successful

* 7 reasons why you fail to acquire more customers

 

Last method we'll discuss here is to start with "this is".

 

* This is the method to double your revenues in a few simple steps

* This is what makes slow your business activities

 

Each period of time, try to mix the methods, that you have been charmed by here.

 

You can, also, try to expose your business to difficult customers by sharing and reacting to influencers' articles. This is a great way to be exposed to the influencers' audience. Hence, you will reach your target audience fast, have communication with customers, signal to the influencers to notice you and share your content with their followers.

 

You can do it, smartly, by creating a dialogue. You will end each comment with close ended questions, or open ended questions. As long as, it helps you to be exposed and engaged later, that is what you need to brand yourself as an honest person. Then, prospects will start noticing you, and it will be easier to sell them.

 

Great examples of how to finish a comment with close ended questions are:

 

* Do you like what you have read here?

* Do you agree with what I wrote here?

 

Great examples of how to finish a comment with open ended questions can be:

 

* I would love to hear what your opinion is?
* What other tips would you like to add?

 

You have been charmed here with 3 methods to being exposed on social networks for free! Next, we will charm you with means to engage with the exposed audience.

Engagement with suspicious customers by using the power of marketing

The next step is to start having a relationship with the prospects. This is the phase of the first interaction.

 

The simplest way to start interacting is by sending connection requests on LinkedIn, following on Twitter or Instagram, asking Facebook members to become friends and so on. On LinkedIn and Facebook, it is also recommended that you add a short note about why you are trying to connect. Try to find common interests like business or shared connections.

 

After prospects approve you, you can take your connections to the next level.

Attracting prospects to become leads

When you are connected, follow each other or become friends, you should send a message. This is the time to warm up your relationship. It can be done by giving anything for free, like: worksheets, reports, access to a video, articles that may interest your connections, free consultation, etc. We recommend that you give the prospects 2-3 choices.

 

When the prospects are positive regarding one of the offers, you can start emailing them or call them. Each time, you can send a special benefit, another gift, coupon, time - limited sale, etc.

 

When prospects reject your offer, try to leave the door open. You can do that by telling them that: if they change their mind, they are welcome to write to you. Also, try to ask them to follow your business page, a group you own or anything else that they will be exposed to your content. After reading your content, they may lower their suspicious behaviour towards you.

 

Whenever you grant high value to the customers, they will often give their contacts. This statement will lead us to the next section. How to be a consultant to deal with suspicious customers

Ready to take control of your sales and marketing? Let's Talk

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Eliminate aggression in customers by being a consultant, not a salesperson

You might ask yourself why this quote is so important. The answer is that prospects like to think they are buying, not that they are being convinced. They need to believe in taking part in the decision-making. Hence, they would have more respect for you and would become more trustful. Impatient or angry customer won't close the deal.

 

In the examples below, you can indicate how to do a behavioral activity of a consultant.

 

* Ask customers questions. Focus on open-ended questions which reveal prospects' needs and their maturity to buy.

* Use active listening. Meaning, repeat in your own words what the customers reply in the power sales questions phase. You can even ask rhetorical close ended questions to show the customers, you apprehend their pain or dreams.

 

*Use words like I recommend, think, feel or any other consultant related words. This, will insert in customers' minds that you want their favor, you are personal and authentic. It will increase the chances, that you will be percepted as an honest person.

 

*Give reasonable explanation for your reccomondations. Remember that experts sell more products. Customers have to feel that your suggestion is logical. They need to excuse why they bought your services. Even though, most of them will have emotional related decisions.

 

*Grant the customers with choices- You don't want to be caught as having suspicious behavior. Hence, to raise customers' trust let the customers feel, they decide. If you push too hard, your credibility will be hurt. You will seem like someone who is despaired to close.

 

The next step is apprehending how to deal with customer suspicion through sales conversation.

Sales tools for dealing with suspicious customers

In this section we're going to charm you on consents, professionalism, customers' proximity and sales dialogues. Each tool being given here, should be used in the sales process. This will be done in different portions, regarding customers' style of communication. Also, its aim is to decrease suspicious behaviour that customers tend to fear.

Creating customers' consents

Think about that... When the sales conversation is in a negative atmosphere, would you close the customers? Most likely, the answer would be- no!

 

In each sales conversation and presentation, you would have to induce the customers to say “yes”, “correct” or any other form of agreement. It has to occur at least 2 times.

 

In the example below, we would charm you with general examples, of how to do that.

 

* Do you search for X, correct?
* If you earn X and Y, you want that, yes?
* I understand that you want to solve problem X, right?
* Do you want to receive the product as soon as possible?

Build rapport with suspicious customers

Remember that customers make their decisions of emotions. Many of them will buy the product if they like you.

 

This is the reason that you need to get closer to the prospects. In many cases, they need to feel, you are their friend and not a seller. This is one of the major ways to have talkative customers. As long' as they speak more, the chances that prospects will close the deal is much higher.

 

Beneath, you will discover ways to get closer to customers easily.

 

* Find similar topics
* Compliment the prospect
* Joking
* Adjust the pace and tone of speech as the customer
* Adopt the customer's communication style

 

Watch the summarized video below. It would be other tools to utilize on building customers' consents and rapport.

Be the expert

You wouldn't buy a product from a hesitant salesperson, correct?

 

When presenting the product, you must control each aspect of your product, such as: benefits and features, prices, your competitors, the market, and every objection the customer might raise. Any slow average handle time might be caught as hesitation. Meaning, you will probably, lose the deal.

 

In the examples below, you will be charmed with what is needed to be an expert.

 

* Sales script includes reference to customers common concerns
* Sales objections script mainly for 3-4 most common objections
* Sales questions script for repeated questions, customers intend to ask
* Up-sales and cross-sales script to suggest better or complementary products when required
* Use crowded affect. Meaning, put inside the script that you have many customers, your successes, percentage of satisfied customers and so on.

Involve prospects in the sales conversation

Most customers would love to participate in a sales conversation. They want to be heard. Hence, you ought to dialogue with them.

 

There are many methods you can include customers in the sales conversation. Here are some simple examples:

 

* Asking questions
* Giving a private example
* Finding a common topic or interest to speak about
* Utilizing humor
* Active listening

 

Remember that each tool you have learned here, needs to be used in different proportions. Meaning, there are prospects who would appreciate your expertise. In contrast, in the conversation, there would be a tiny part of small talk. On the other side, there would be customers, who would buy from you, if they like you and there is a positive sales conversation.

 

Watch the summarized video below. There would be other tools to utilize for being an expert and dialogue creation.

How to deal with customers' anti-social behaviour

At some point, you will also encounter an irate customer, unpleasant or aggressive. So what do you do? You will have to identify the situation. In this part we'll charm you with scenarios you will encounter, how to recognize them and what to do.

Bad timing of the sales conversation

This is a common situation you have experienced with. You try to speak with the customers, they don't hear you, aren't focussed or just sounded angry. When it happens, ask for permission to speak or finish the conversation and speak at another time.

 

The easiest way to identify this kind of situation is to listen and bless the customers. If they reply naturally or with a smile, it means that they are open for sales conversation. If not, you probably have to speak with them in another time.

 

Read on the sales introduction to learn more about this topic.

Bad-tempered customers

Most likely, that these are suspicious persons. In this case, you will have to gain their trust. Many times, it isn't worth the efforts. Hence, you have to let them go. It depends on how much you can earn for acquiring these customers and how much you are prepared to suffer for their behaviour.

 

If you want to invest time in these kinds of aggressive customers, you can try to soften them. You will have to ask them first, if they are in a good place and time to speak. Afterward, if they continue speaking with you but are still unpleasant, you can tell them that this kind of conversation is unpleasant. Can they be a bit nicer?

 

You will recognize these kinds of difficult customers by their angry tone of voice. They will be impatient even if you try to be nice. They will also tell you that they can speak but still be intolerable.

Suspicious customer behavior of prospects who don't want to buy

These are the last types of customers you want to bump into. These kinds of customers wouldn't want to buy the product. They are trying to cheat, steal or robe. They may ask awkward questions, wear bulky clothing, will show nervous body language, avoid eye contact or wandering without doing anything.

 

In this extreme case, you should be ready to call the police, the guards nearby or even ask the customers to leave the store politely and quietly.

 

On other cases where you don't have a store. You sell them face to face or on the phone. You just need to eliminate situations of cheating. You do that by, always, taking a grantee. It can be a credit card number, a check, customers paying in advance or singing a contract with customers living in the same country as you.

Customers who avoid making the deal

Do you know the frustrating feeling that you're asking for an email address, name of the city and street to deliver the product, full name and ID. You receive the details you asked for. However, when you ask the customer for a credit card. He tells you that it is in the car. Later on, he would go down and give you the number. When, you call again at the time, he doesn't answer the phone.

 

There is not much you can do about that. But there are a few signs to know if customers are serious about buying. You can schedule a specific time to speak. Then, tell the customer that you will make time especially for him. At the end, ask the customer, whether he could answer at the time you appointed.

 

Another action you can take to avoid this unfortunate situation is by listening to customers reaction. When, you ask for details, sometimes, the customers will hesitate. In this case, there might be a hidden objection. You should stop the closing process, and ask the customers: why they are hesitating.

 

Lastly, in many cases, customers may still object to giving a credit card. This is due to their suspicion. They are afraid that you will charge more sums of money than you promised, they will not receive the product or this will be a fraud. In this scenario, you can tell them that you will send the agreement and an invoice via email immediately, after you finish speaking. Also, you can give your mobile number, or extension to you, send them a summary via WhatsApp and match expectations regarding the service.

Talkative customers who will waste your time

This is the last situation we will charm you here. You will encounter customers who seek to speak with someone. They will spread all around, speaking about their entire lives. This is nice but will lead you nowhere.

 

When you encounter these types of customers, tell them politely that you are running for a meeting, and you have to finish the conversation. You will have to end the discussion as fast as possible. Hence, they will tire you.

Summary

In this article, we have charmed you with two angles of looking at suspicious customers.

 

From one point of view, how can customers be suspicious regarding your sales conversation. From another point of view, when should you be suspicious regarding customers' intentions.

 

In the first part, we gave you marketing and sales tools to raise customers trust by: building a marketing plan, a sales script that contains dialogue, consents, building a rapport and becoming an expert. Remember that consults and friends sell more.

 

In the second part, you have been charmed by situations you want to avoid. Find the right time to speak with customers, try to soften bad-temper customers, don't waste time with customers who don't want to buy and look for signs with customers who will avoid paying you.

 

We would much appreciate, if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Different types of sales closing techniques

by

The most successful different types of sales closing techniques

Sales professionals know that hesitating in the closing process would lead to losing a future client. As business owners, we all had this feeling that we could have closed the deal, if we had done something different in the closing stage.

 

In this article on closing techniques in sales, we'll charm you with: how to prepare customers for closing in the selling process, stages before asking closing questions and popular closing techniques and tips.

 

Before we start, let's postpone a bit on the numbers of effective sales closing techniques.

Statistics of closing techniques in sales

There are twice the chances that potential customers would close the deal, if they ask concern questions. That, regarding your product like: how I know that I'll succeed, can we have a shorter obligation and so on. Read more here.

Try to ask for a closing between 3-5 to five attempts. This sales strategy is the key to closing most deals. Read more here.

Table of content

How to change the customers' mindset to close the deal

You are a headhunter. You speak with an engineer; you want to convince him to leave his job and move to a competitor firm. This is what you are trying to do:

You: I know that this may be a huge decision for you. I completely understand that, Still, think that you get a better salary, improved hiring conditions and more responsibility. Is this something you want? Engineer: I want, but it is still too early. What if I don't like the job or the company? You: This is exactly what another engineer has told me before. Now, he receives a better salary, and he was promoted. Can we appoint a meeting with the HR manager? Engineer: Sorry, but it is too early for me. Give me a couple of days to think about that.

Let's try to analyze what happened in the last example. Although we used two types of sales closing here, the potential customer didn't want to schedule a meeting. This has probably occurred because we haven't touched customer pain points strong enough in the sales cycle. Furthermore, we didn't strengthen enough the added value of employees working in the competing company. Thus, we couldn't address the engineer's needs.

 

In the sales process, we have limited time to reveal potential customers' problems and goals. Then, to retrieve the right solution for them. It doesn't matter how many times we will use any closing sales techniques; it won't work! During the buying process, customers have to speak about what they need, how much they need it, and how much they want to solve the problem they are facing. Then, you have to emphasize the most compatible benefits to solve their issues. So, at the closing stages, you won't even need to use complicated sales closing strategies. Customers will initiate the purchase decision, they will raise buying signals, or you simply can ask them straight forward if they want to buy.

 

One last note before we charm you with the sales process between closing and the presentation stage. You need to pull (not push) customers for a buying decision. It means that they need to come to you, not otherwise.

 

In the next part, we'll charm you with 3 actions many sales reps take before they ask for closing.

3 phases in the sales pitch before asking to close

You probably have encountered in one of the following sales situations: you asked too fast of a customer to close, or you hesitate before closing. These two mistakes will kill the sales deal. So how to avoid that?

 

Let's charm you with the next example. So, we can show you what steps you should take before closing. In this example, we will take a website builder.

Website builder: Before I'll present the price. Do you see how I can build a news website aimed at pet lovers? Customer: Yes I do. Website builder: Now, I'll show you that the deal is profitable for what you get from me. It will cost instead the original price of $2500 only $2150. I'm giving this discount, as I know you will be satisfied with the work. Then, we will talk about how I could promote your website. By the way, to add a positive thinking on your end. Did I tell you that I'll add some 5 more interactive features to the website without any cost on your side? Customer: No, you didn't tell me. Website builder: Now you know about this surprise. What materials can you send me, so that I can start building your website?

Now, before we continue, try to guess what the phases we have been through in this selling situation. Have you succeeded?

The first step is to ask the customer maturity to buy question like: do you see how I can build a news website aimed at pet lovers? Then, you realize that the customers are willing to hear about the prices or there is a common objection beneath. This effective technique will help you soften hidden objections before closing. In this case, simply ask the customers why they hesitate or what you didn't explain clearly. Click here to read more about sales objections.

In the second step, you will present the price. Notice that you need to present a higher price and then a lower one. This is a sales tactic to show the customers that they get the best price. When you do that, find an excuse why they have received a better price. Likewise: I'm giving this discount, as I know you will be satisfied with the work. Then, we will talk about how I could promote your website.

Lastly, in this sales pipeline, you don't want customers to hear the price at the end. So, to accomplish your sales goals, you will have to add one more product benefit. It can be a value you have already mentioned or a new one. In this case, we added a new benefit like: did I tell you that I'll add some 5 more interactive features to the website without any cost on your side?

In the next part, we'll charm you with effective closing techniques that work every time.

Take your sales and marketing game to the next level with our innovative online course

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

4 closing techniques in the sales conversation

Let's examine the next example to show you how to avoid a common mistake when closing. This time we'll charm you with a pension consultant.

Pension consultant: Did you like what you heard on how I can reduce the pension commission? Customer: Yes, it sounds very interesting. Pension consultant: Great! Usually I take $1000 for the money I save you. However, as you are a government employee I'll give you 10% discount. Of course, I won't charge anything if I can't save you money. Can it interest you? Customer: Of course, I want to save some money, if possible. How can we do that? Pension consultant: This is exactly what I'll show you. I do that with so many customers, you will be satisfied. Customer: How much will it cost me? Pension consultant: It won't cost you a penny, if I won't save you anything. Customer: Just let me speak with my wife. Can you return to me tomorrow?

In this example, you could see that the customer has given 2 buying signals that he wants to purchase like: Of course, I want to save some money, if possible. How can we do that, and how much will it cost me? However, the sales person ignored it. He was too afraid just to ask when they could meet. If he had asked the customer, he would have agreed to meet with the pension consultant.

 

Experienced sales reps know that closing should be simple. So don't make it harder by complicated closing sales techniques. Just ask the customers shortly about buying the product, signing an agreement or meeting. This is what we'll charm next to raise sales prospects.

Direct sales closing technique

This is one of the most traditional sales closing techniques. You just ask the future prospects. if they want to seal the deal. For instance:

Do you want to hire my services?

Do you want to buy?

Can we start working together?

Indirect sales closing technique

This is another way to ask sales questions to close. You ask the customers to take an action that will lead to closing. For instance:

Do you think that product X is most suitable for you?

How many photos do you want me to shoot for you?

How urgent is it for you to find an apartment to rent?

The "or" sales closing technique

This is a technique used by sales representatives by giving 2 or 3 choices. Any selection the customer will choose will lead to closing. For instance:

Do you want me to translate for you 4 or 6 documents a week?

Do you want me to manage the entire social media channels or just Facebook?

Do you want this sofa in white or brown?

The registration sales closing technique

This is another way to ask sales questions to close. You ask the customers to take an action that will lead to closing. For instance:

This is your email, right? Your full name is... Are you an authorized dealer or business Ltd? What is BN number? Do you want to give me a Visa or Mastercard?

Last sales closing tips

In the last section of "different types of sales closing techniques", we'll charm you with a few last closing sales tips:

If you don't have anything else to say, simply ask for closing.

Whenever you end your sales pitch, ask for closing.

Don't ever hesitate to ask customers to buy. This is the biggest enemy of sales success.

Say your prices with pride and confidence. Hesitation here leads to customers saying it's too expansive.

Never go for closing after saying a price. Add, always, another benefit before you ask the customers to buy or sign.

Before starting the sales closing stage, check if customers understand your product functionality and value.

Summary of closing techniques in sales

In this article we charmed you with: what you should do before you ask for closing. These are both in the entire sales process and specifically in the sales closing. In addition, we described 4 types of closing to pull customers to have a quick decision.

 

When you want to move to the sales closing stage, always, check that customers are willing to hear the prices. Afterward, present a higher and lower one. Before asking to close the deal, add one more benefit of your product.

 

At the end of the pitch, ask customers to buy, sign or appoint a meeting. Never hesitate because it might kill the deal. Lastly, remember that you will have to ask for a closing between 3 and 5 times to close most deals. Meaning, that each time you finish the objection handling, ask customers to move forward. 

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

How to convince a customer to buy your product examples

by

How to convince a customer to buy your product with examples to show you how and what to say

One of the main issues every business owner faces is how to present the product solution to potential customers. You praise your product, telling your customers how great it is. That, only to find out that they want to think about it. You lose precious time, energy and are upset about the deal lost.

 

In this article, we'll charm you with: what the customers really want to hear in the sales pitch, how to be percepted as a consultant, not a sales rep, and how to speak with the right intonation for sales calls and sales meetings.

 

Before we start charming you with: "how to convince a customer to buy your product, with examples", article's insights. Let's postpone the numbers.

Convincing customers to buy, the customer base statistics

Only 37% are satisfied customers who feel that sales people give them the information they want and need in the product presentation. Learn more here.

 

One of the ways to have more happy customers is by answering customers questions to the point. 60% of customers say that this is what they seek when speaking with business owners. Learn more here.

Table of content

How to present the product solution to raise the customer satisfaction

You get one of the sales calls we all receive once in a while. On the other side, there is an insurance agent. She asks the right questions and touches on your pain points. She also tries to create a sense of urgency which almost pushes you to buy life insurance. But instead of speaking of what it is for you, she elaborates on how the health insurance is great. Hence, you are not convinced enough to buy. You raise an objection that you don't have a budget right now to take the service. Sound familiar?

 

In the next sections, we'll charm you on how to convince customers that you have the best solution for them.

Don't elaborate on the product feature, but on the product benefit

There is a saying that you don't buy the drill, but the hole it does in the wall. This is very true! Customers, always, seek what it is for them to buy a product. Think about the last example of the life insurance agent. You can say that you work with a company that gives you the best life insurance package with the most coverage. However, these are hollow words! The customers don't understand what it is for them to buy life insurance in your company. So, how should you sell this insurance?

 

Instead, you should say that you save money. Also, if something happens to you, your family would be much safer economically. This, as you receive the best life insurance coverage.

 

As you can see here, the best life insurance package and the most coverage are the product's features. Saving money and making your family safer economically are the benefits you receive from the feature descried. Hence, you can apprehend here that features describe the product can be: color, size, amount, reputation, etc. Whereas benefits are the results of the product feature. In other words, what the customers can get from these features, like: improving time frames, conversion rate, saving hidden costs, efficiency and so on.

 

Let's try another example to understand more the difference between feature and benefit. You are a real estate broker. Notice that the first sentence is the feature and the second is the value or benefit.

As you can see, this apartment has 4 rooms which means that the apartment is roomy enough for you and your son. Your son will have a private room. Whereas, you will have a workroom. As you can see, the living room is vast. Hence, you can accommodate many friends and family if you like to. The apartment is 2 minutes walk from the school. This is very convenient, as your son will arrive at school fast.

You probably now understand what a benefit is and how to present it. Next, we'll charm you with what benefits you should emphasize to the customers.

Which benefits you should enlighten, to improve customer satisfaction while presenting the product

You want to buy a car. Hence, you go to a car agency. The car broker offers you a sports car. He says that it accelerates in 3 seconds to 100, its design will make other people turn their heads, and it maintains its value. This is great, but you can't afford to buy a sports car. It is also impractical, as you have 3 small children.

 

Instead, the car broker should suggest a family car which is roomy both inside and its trunk. This, as you need a place to put the toys, baby carriage and 3 sits behind for your children. Also, it should save gas to save you money. As, you have a young family with many expenses.

 

In this example, you can clearly see how you should address the target market needs by matching the right benefits. In sales, pick, always, the most compatible benefits for customers pain points. This is what will make customers figure out how you can solve their problems.

 

Another example of a beautician.

I understand that you want to eliminate the pigmentation. I've experienced this issue for more than 20 years. Also, I have hundreds of positive customer reviews on this matter. Hence, you can be sure that you get results within 3 months of 10 treatments. In addition, I understand that you tried many beauticians and many creams, but it didn't help. This is why I'll also sell you a special cream with 50% off. So, you can try it. In most cases, it will make pigmentation almost disappear in 3 months.

In the last example, we charmed you with addressing customers needs by matching the right benefit to customers pain points. Customers have pigmentation. You tell them that they will see results within 3 months and 10 treatments. That, as you specialize in the specific niche. Furthermore, customers indicate that nothing helped them before. You say, this is why you buy a special cream for pigmentation and save 50% off. Hence, you can try it and see results within 3 months.

 

Still, customers may lose interest. This, as the sales script may sound as something you repeat too many times. So how can you overcome this obstacle? The answer is in the next part.

Take your sales and marketing game to the next level with our innovative online course

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Use storytelling to enhance customer experience while selling

There is a difference between saying you will have one of the best graphic cards to create the best images as a graphic designer. As to say, while you work with one of the graphic design applications, you could see each pixel separately to create the best images. Think of what will have a better impact on you?

 

In the first part you describe a graphic card and its values as a shopping list, which is boring! In the second you described the situation the graphic designers will find themselves. You use guided imaginary to make customers feel more connected to the product. This will also affect their positive emotions towards buying. Still, even when you use story-telling, you must add benefits to each feature you present. This will raise customers trust.

 

Let's try another example of how you can use story-telling in the sales process, as an independent journalist.

I know that today there is a lot of competition between magazines. There are also strong competitors that control the marketing channels. This is why I have my own resources. Imagine that I bring you the hottest news before everyone else. Hence, you get more and more readers, you sell more advertising and get more subscribers. Just try me and see the magic happen.

In the section, you have been charmed with how to describe products for potential customers. Thus, you increase customer motivation to buy. Next, we'll elaborate on how to be percepted as a consultant and not a seller.

How to become a consultant in customers' eyes to sell more

You get inside a flower shop. You want to buy a bouquet for your mother. You ask the seller what flowers she recommends adding to the bouquet. To your surprise, she gets confused. You get outside the store, buying nothing. This situation looks a bit surreal, but it happens many times in many other types of businesses. Too many sales people don't leave a strong sense of professionalism and lose sales!

 

In this part, we'll charm you with 4 primary ways to be seen as a consultant.

Control every aspect of the product

Think again of the first example of the flower shop. Customers have limited time of patience. If they feel that you hesitate, they will lose interest, and you lose the deal. Thus, you have to know every feature of the product you sell, how it can raise your customer happiness and what might concern the customers regarding the product usage.

 

Let's charm you with the next example. This time, you own a security software company.

As vice president of development in the company, you probably say my company won't be hatched. But still from the stories we hear, we all fear that it might happen one day. This is where we step forward with the best security software technology. We have the most advanced firewall to block any attempts to attack your computers. Our software is constantly being updated against new threats and blocks suspicious emails. Thus, every security hack will be closed. That way you will concentrate on developing and have a brighter future.

Let's analyze the last example. In the first and the second sentences, you stay ahead of your customers. You tell your customers that they may think it's not an important expense. Nevertheless, if you don't spend it, you may suffer the consequences as many other companies had. Next, you show your customers that you know exactly what your product does and its benefits.

Know your customer profiles

Know whom do you speak with. For instance: you work in a fisherman's store. You realize that most of the customers are males aged above 30, they like to fish, or it is their profession. This information is important due to the way you speak with your customers. In your sales strategy, you will be more practical, demonstrating how the equipment works, try to sell complementary products and limited time offers.

 

In any case, try to imagine who is your target market, and what can be their customer buying motivation in the sales process. Think over their gender, hobbies, life routine, age, education, life experience, etc. When you understand, you will create more loyal customers in the future.

Know your competitors and what can you do better than them

One of the biggest obstacles we all face is the "value" objection by the average customer. It is not only what is the price we pay and what we get in return. It is also what our competitors give and if it addresses better our needs.

 

Let's take an example of a software business:

This company builds applications for businesses. Their prospective customers will do market research on a wide range of offers. That, is to analyze who gives them the best solution at the lowest price. In this case, the company owners need to know what competitive advantage and differentiations they can generate. Hence, customers would prefer their product over competitors. It can be: packages of website and application development, 3d application design, building an interactive application and more.

Let your prospective customers be a part of the sales process to create long-term relationships

To get closer to a perfect sales presentation, you need customer feedback. While you elaborate on the product, try to maintain the dialogue. You should ask the customers questions in the solution stage. It will help you comprehend that customers understand the product, keeping a high level of concentration in the sales presentation and building a friendly relationship.

 

For instance, you are a translator.

You will send me the documents you want, and I'll translate them into Spanish. Within one business day, I'll translate up to 10 documents. By the way, who is your target audience? Hence, I can translate in the terminology relevant to them.

In the last example, you explained a bit about the product. Then, asked a question, to involve the customer in the conversation.

 

Until now, we charmed you with what to present. In the next section, we will discuss a bit on how to present.

Harness the power of intonation for increasing sales volume

Do you remember fourth grade, a teacher named Alis who teaches history? She was so passionate about the subject. She thought with high self-confidence, and almost didn't hesitate. You were waiting for this class, although you don't like history so much.

 

It doesn't matter, if you are among the digital marketers, you are a business consultant, store owner or any other entrepreneur. As long as you speak with passion, self-confidence and without hesitation, you will take more credit cards or close more deals.

 

The second part of the intonation you should be familiar with is the pace and tone of speaking. Whenever you encounter a customer that speaks loudly and fast, you should imitate. It goes also in the opposite direction. This is one of the ways to build rapport, when you contact customers.

Summary of the article on how to convince a customer to buy your product with examples

 In this article we charmed you with: how to present a product solution using story-telling, concluding what is a benefit and matching between product benefits and customers needs. In addition, what aspects of the product you should know, like: competitors and customer profiles. In the last section, we have discussed on how intonation can close the distance for closing in the customer funnel.

 

Before the presentation, examine what you can do better than your competitors and who are your customers. Then, emphasize your competitive advantage and how it will solve customers' problems.

 

In the presentation, try to remember to involve the customers as well by asking questions, imitate their tone and pace of voice, speak with confidence, emphasize benefits and try to make the presentation more spicy by story-telling.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Power sales questions

by

How and what power sales questions should be asked to raise customers' needs, reveal their problems and build up a relationship

Failure to ask the right power sales questions could be the reason why you close fewer customers than you should. You need to know what prospects need and what problems they have. Then, you can provide the solution inside the buying process. You've to develop a relationship through rapport building questions, listening to their needs and problems, how much they are eager to come to solution and by asking customers to close the deal.

 

In the next article, we'll charm you with closed ended questions to begin the sales discussion, effective questions to reveal customers needs, closed ended sales questions to skip to the presentation phase and closing stage, and powerful sales questions to seal the deal. This will be like a magic wand to drive your sales forward.

Table of content

Timing the asking probing questions

Think: when is it the best time to start asking questions?

 

Some would answer right after I introduce myself, maybe others would reply during the product presentation. Both responses are incorrect! So what is the right answer? In many cases, you should ask your first question in the first two sentences. Its role is a simple but yet essential part of the sales speech. It is aimed at receiving consent to dialogue and eliminating a common objection to rejecting the sales discussion. The easiest way to implement this principle is by asking rhetorical closed - ended questions.

 

Examples of introduction questions for sales:

 

*In the store: Are you looking for product X?

*On the phone, hot lead (refer to you): I understand you are interested in the product x, correct?

*On the phone, cold lead (you refer to the customer): Do you want to find X or save y, right?

 

These closed-ended sales questions would open the door for the sales conversation.

The right power sales questions to pass between the introduction to asking questions phase

After the prospects have given you, 30 more seconds to speak. The next question should enable the sales conversation. This question should appear at the end of the 5-6 introduction sentences.

 

You introduce yourself, the goal of the conversation and what is unique about your product. Then, you ask another closed-ended sales question just to move forward between introducing to the asking questions phase. This would mollify the transition between these two phases.

 

Note that you ask these questions, when you initiate the sales discussion.

 

Examples of permission questions to move to the asking questions phase can be:

 

*Do you want to receive result X, correct?

*Would you be happy to receive Y, right?

 

After asking these smart questions, the chances are high that prospects will be less suspicious to reply to your next questions.

Types of sales questions, their forms and examples

This is the heart of every sale you are going to perform. You would have to ask characteristics questions, impact or benefit driven questions, need questions and sometimes solutions questions. Another important point to mention is the form, you ought to ask the questions.

 

Think that you will have to warm the relationship with your prospects before diving into more personal, open-ended questions. Hence, you would begin with general questions, and go down to details as you progress in the asking questions phase.

Characteristic questions

The first general questions to ask your prospects are closed-ended questions or open-ended questions named characteristics. Its purpose is to frame the prospects' needs. You would reveal who they are, what they want or looking for.

 

Examples of open-ended sales questions and closed-ended questions:

 

*Do you look for features x, y or z in the product?

*How many X do you want to receive by using the product?

*What are you searching for in product X?

 

You should ask between 1 and 2 questions.

Impact or benefit driven questions

The second type of questions you should ask is problem or desire questions. In that case, you choose between broad open-ended sales questions to outline problems prospects are facing or what they wish to achieve. These are the most powerful questions holding the customers back or about goals they want to achieve.

 

Examples of these types of questions:

 

*How does this issue affect your evolving?

*What are you doing to solve this issue?

*What are the results you wish to achieve?

*What do you consider a success?

 

You should ask between 1 and 2 of these effective questions.

Accelerate your sales and marketing process with our integrated online course

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Need based questions

This is the third type of sales questions you must ask. The purpose is to apprehend the level of customers' maturity to close the deal. In other words, how much the prospects are eager to solve their problems or achieve their dreams.

 

Examples of these types of questions:

 

*How much would you want to solve issue x (or reach target y)?

*When would you like to solve issue x (or reach target y)?

*What would make you start to use the product?

 

You should ask one needs-based questions.

Solution questions

These are the final follow-up questions to skip to the next sales phase. Here, you picture the prospects with the desired results, they can get from utilizing your products.

 

Examples of these closed-ended sales questions:

 

*If you save y by using the product, you will want it, correct?

*If you reach X, you will be satisfied, right?

 

You ask one of these closed-ended questions.

Power sales questions on the presenting stage and closing stage

In these stages, you would have to ask questions for different purposes.

 

In the presentation, you would want to keep integrating the customers inside the discussion and sharpen the sales discovery process. Whereas, in the closing phase, you ask the customer to buy the product. In most cases, indirectly

Power sales questions on the presenting stage

One of the biggest mistakes entrepreneurs make is speaking too much in the presentation. They speak between 2 and 5 minutes without any customers' response. Whenever, you don't hear a sound of the customers, use the power of questions. You can ask:

 

*Do you understand, what I have elaborated right now?

*Are you with me?

 

Another way to keep the discussion going is by asking on customers' common objection. You raise the objection, wait for customers' response and then explain why it is irrelevant for the product.

Power sales questions on closing stage

These are direct or indirect, closed questions and open-ended questions. You use these powerful sales questions, at the end of the sales speech. Simply ask the customers to step forward with the deal.

 

Examples of direct close-ended questions:

*Do you want to buy the product?

*What package do you want x, y or z?

*If you get a discount, will we start working together, yes or no?

 

Examples of direct open-ended sales questions:

*When can we start working together?

*What has to happen, so you start the process with us?

 

Examples of indirect close-ended questions:

*Do you want to receive the product in blue or green?

*Do you want to receive the agreement via email or by SMS?

 

Examples of indirect open-ended questions:

*When do you want to receive the product?

*Where will you want to receive the product?

 

By now, you should know how to start your sales conversation with a question, how to move to the asking question phase, what probing questions you should ask and in which form. Furthermore, how to build a discussion and how to ask closing questions. There are two more significant topics we'll charm you with.

How to ask a series of questions in sales and what mistakes to avoid

In the last part of this article, we will extend on how to receive collaboration from your potential customers, when asking close and open-ended sales probing questions.

Principles to asking power sales questions through sales calls and meetings

There are a few simple principles to ask customers your discovery questions to have successful sales.

 

*Repeat in your own words after what the customers are replying. That, mainly in the asking questions phase

*Add your own story, after consumers' response to your questions

*Show interest

*Lead the customers

*Smile

*Have positive energy

*Use humor but cautiously

Mistake to avoid when asking probing questions

On the other hand, here are the principles to sharpen your sales approach through the process questions.

 

*Interrogating the customers

*Not asking questions at all

*Asking too many questions

*Interrupting to customers' reply

*Not listening

*Letting the prospects speak too much on unrelated topics

*Asking annoying questions

*Asking private questions before asking general questions

Conclusion

Implementing what you have been charmed here, would result in a better sales process customer experience, lower potential clients' suspicion and result in more sales.

 

Don't try to insert every aspect you have learned here to your sales process immediately. Start with rhetorical questions to build rapport and consents. Analyze how the customers react and, if it helps you get through the first 10 seconds.

 

Then, if you speak with cold leads, ask other rhetorical questions to receive a consent to skip to the sales questions phase.

 

Build a list of 10 consultative selling questions consisting of characteristics, impact or benefit driven questions, need-based questions, and sometimes you can end with additional questions named solution. Examine what reveals the customers needs, their desires faster, and helps conclude if the customers are mature enough to buy.

 

Add 2-3 questions inside the sales presentation to keep the dialogue going.

 

Finish with 5 more direct and indirect powerful sales questions to close the customers. Check which questions improve your conversation rate. Find similar questions that give you the best results.

We will much appreciate, if you dedicate one more minute to kindly answer the quick survey below. It would help to write a better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

First impression in sales

by

How to make a great first impression on prospects on the phone and in a sales meeting

One of the situations we faced is having a sales conversation where customers feel uncomfortable or annoyed. This can be due to a bad initial impression. The prospective customers lose patience fast. So, we need to know the steps, to start the sales process on the right foot.

 

In this article on "first impression in sales", we'll charm you with: leaving a solid impression on the phone and next part in face to face meetings.

 

Before we start, let's postpone the numbers a bit to see how good first impressions matter.

Statistics of the importance of making a good first impression on customers

Almost 3/4 of the customers will market you to six people or more. Meaning that, if you leave a good first, at least 6 people will hear about that. You can read more here.

 

You have around 20 seconds to build a positive attitude on your potential clients. You can read more here.

Table of content

How to leave a great first impression in sales phone calls

Let's say you are in a grocery shop. You have a shopping list, and you are concentrating on what you need to buy. Suddenly, a sales rep is calling you. He wants to sell you a communication package including internet and cable TV. He starts to speak, but he doesn't do active listening. You are in a rush, and he doesn't appreciate your time. Hence, you tell him that you don't want anything. He leaves a bad first impression!

 

This is only one example of how we fall, at the beginning of the sales call. In this section, we'll charm you on how to avoid common mistakes when starting a sales discussion on the phone. In addition, how you can make your actual customers curious about what you have to say next.

The common sense of starting a sales call and which mistakes to avoid

Let's start with an example. A mortgage advisor is calling you:

Mortgage advisor: Hello, Am I speaking with MRS Jones? You: What? Who? (You are in a mall with your children and there is a loud noise) Mortgage advisor: My name is Smith. I'm an expert in lowering your mortgage payment by at least 10% a month. You shout because you can't hear the advisor. No, I don't need anything.

In this case, if you were at home, and you could hear the advisor, you may show interest. However, now if he will try to call you again, you will be annoyed. This is due to the fact he disturbed you and didn't respect your time.

 

As you figured it out, you don't want to have a first bad interaction. When you don't listen to the customers' reactions, or if they are not able to speak, you create a bad experience in customers' eyes.

 

There are two conclusions to keep in mind in the first sentence and second sentence. First, you ought to know that you speak with the right person. You do that by simply asking the customers that you have reached the right person. Second, you want to comprehend that customers can and are willing to speak with you. You do that by greeting them. Let's examine the next example to understand this topic better.

You: Have I reached MR Smith? MR Smith: Yes You: My name is George. Good morning Mr Smith smiles a bit: Good morning

This is a good situation where the customer gives you a slightly signal that he wants and can speak with you. Whenever the customers answer to you shortly or sounded annoyed, ask them at the end of the second sentence, if it is a good time to speak. There are high chances they wouldn't want to speak. However, at least, you could speak with the customers in better times.

 

In the second scenario, you want the customers to have undivided attention. You want them to be in quiet surroundings. If they aren't, schedule future interactions with them to another time.

 

Next, we'll charm you with how to continue your sales introduction with a real person, a client.

What you should say to make customers curious and to move forward to sales questions

Let's examine the next example and see how you should enter the sales call. In this case, you own a digital marketing agency.

You: Am I speaking with MRS White? MRS White: Yes, whom do I speak with? You: My name is Ben. Nice to meet you. MRS White: Nice to meet you too. You: MRS White, I'm calling you from A to Z digital marketing agency. We specialize in the beauty industry and give our clients up to 10% more leads a month. I saw on Facebook that you own a beauty saloon, right? MRS White: Yes I do. You: Excellent! I work with dozens of beauty saloons and I hear all the time that the competition is harsh nowadays. Do you feel it also? MRS White: A bit. You: OK, so we can help you win the competition in your area by reaching up to 90% of your target audience. Before we explain further let me ask you a couple of questions.

As you can see, in the first sentence, we checked that we had been speaking with the right person. This, as presented before.

 

In the second sentence, we greet the customer. Hence, we can begin with good customer relationships.

 

In the third, forth and fifth sentences, we wanted to make this customer curios. We mentioned our competitive advantage of being an expert in the beauty industry and spoke about our great results. In the fourth sentence we presented the issues we are trying to solve in the industry. In the fifth sentence, we gave a sense of taste of what solutions we can offer. Then, we tried to move forward by asking closed questions. This is the corrective action to open a sales call.

 

In the next part, we'll charm you with leaving a great first impression in a sales client meeting.

Accelerate your sales and marketing process with our integrated online course

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

How to leave a great first impression when meeting customers in person

Let's look at the next example and see what you shouldn't do in a business meeting. This time we take an example of water solutions for businesses.

Water purification agent approaches a garage owner. She takes a deep breath which seems that she is not confident. The garage owner smiles at her, but her facial expressions are frozen. He reaches out to shake her hand, but she shakes his hand weakly.

In this surreal situation, you can be sure that the garage owner won't think that the water agent is a trustworthy person. Hence, the chances he would raise many harsh sales objections later on are extremely high.

 

In this part, we'll charm you how to avoid the mistakes the water agent made in person meetings.

Wear the right outfit to build a great mutual connection

Think over the last example. If you are going to have a B2B sales meeting with a garage owner, would you come with a suit? This is a great question! When you meet with a local garage owner, perhaps you should come with a jeans and a polo shirt. However, if you want to have a successful sale for garage owners of luxury cars, you will want to come with a suit. 

 

As you can see, the best advice here is to wear clothes that match customers' expectations. That will appeal to people as more professional.

Use body language as expressions of confidence

Let's look at these possible B2B sales situations.

 

A car agent meets with a startup owner. He wants to rent five cars to his executives. She looks relaxed, stands tall, and her shoulders are straight.

 

On the other hand, a lawyer meets with 2 business owners. They want to prepare a commercial contract for their clients. However, his hands are tied, they are crossed, and he looks at the ground.

 

It is obvious that in the first example the car agent will leave a positive mindset towards her. In the second example, it would be negative. 

 

In this case, try to look confident and comfortable by standing tall, straight, speaking a bit with your hands but not too much and relaxing your fingers.

Compare a firm handshake with your customers

Let's go back to the first example of the water agent. She had a weak handshake. This can be appealed as low self-confidence. On the other side, if you shake too hard, an actual customer can see you as too dominant. Attractive People will have a strong handshake that is equal to the customers or a bit stronger.

Mimic the facial expressions of customers

You meet with a graphic designer. You look serious and even a bit angry. Still she smiled at you. What do you think would happen?

 

Sales professionals know that when customers smile, you should smile back. However, when they are more serious, you should look the same. This helpful attitude will build a rapport with your customers and a sales-positive mindset.

Stare at customers eyes

Think over the lawyer example. He looks at the ground. This will be interpreted as low self-confidence. Hence, customers would tend to be more suspicious. On the other hand, when you look straight to customers' eyes, they feel you know what you are speaking about. You look a more professional, trustworthy person and customers will be more attentive when you present the product solution.

Summary of the first impression in sales article

In this article we charmed you with: how to have a great sales pitch on the phone, in the introduction phase. In addition, what the principles are to leave the best impression in face to face meetings.

 

On the phone, do, always, active listening. Hear whether the customers can and want to speak with you. This, especially, when doing a cold calling. Furthermore, build curiosity by mentioning your added value, the problem you want to solve and how you would do that.

 

In frontal meetings, you should keep in mind the visual part. Match the clothing to the target audience, stare at customers' eyes, look relaxed and confident. Also, be emphatic to customers' feelings and have a strong handshake but not too much.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Taking control sales conversation

by

How to take control of your sales conversation by adjusting active listening and knowing when to return to the script

You were sure that the customer would buy your product. It was the biggest shock when he told you that it is not the right time to take a decision. It happened because you haven't been taking control of sales conversation by comprehending customer's willingness to buy.

 

In this article of "taking control of sales conversation," we'll charm you with: why it is so critical to lead the entire sales process discussion, how to do active listening and how to return the permission to speak without irritating the customers.

 

Before we start, let's postpone a bit on numbers regarding the topic.

Conventional sales wisdom in numbers

There are twice the chances that potential customers would close the deal, if they ask concern questions. That, regarding your product like: how I know that I'll succeed, can we have a shorter obligation and so on. Read more here.

Try to ask for a closing between 3-5 to five attempts. This sales strategy is the key to closing most deals. Read more here.

Table of content

How to take the lead at the entire sales process

One of the most important actions you have to commit to take control of the conversation with customers is leading. You do that by active listening and pulling the customers to you. Here is an example of how you can do that:

 

Let's say you are a farmer who sells to a food chain company.

Farmer: Hello, have I reached MR Broke? Logistics manager: Yes Farmer: Hi, my name is Edward. Good afternoon. Logistics manager: Good afternoon Farmer: Mt Broke, I'm calling you from my innovative farm located in Texas. I'm growing special varieties of tomatoes and cucumbers that have longer shelf resistance. With this species you can save up to 10% on wasting. I'm sure that this is something you would want, right?

In this example we've demonstrated how you can take control over sales discussion. First, we made the client curious by indicting our competitive advantage early in the conversation. Hence, we pulled the prospect to us. Second, we have started a classic relationship building by blessing the customer in the beginning and waiting for his response. This will help us apprehend that the client will be cooperative next. In this part, we used active listening to observe that the consumer is willing and can speak with us.

 

In the following part, we'll dive deeper by charming you with active listening sales tools.

Get ready to supercharge your sales and marketing

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Listening as the major key secret to sales success

The average sales rep is speaking, speaking and speaking. Only to find out that customers refuse to buy. It occurs because the average-performing rep isn't listening. Hence, the sales discussion is more a monologue than dialogue They don't try to reveal customers needs, don't build rapport by matching customers style of communication, rhythm and tone of speaking.

 

Next, we'll charm you with more explanations on each topic. That, by starting with revealing clients needs.

Add questions to your sales pitch

Think of a TV sales professional. A client entering her store. She thinks of buying a TV for her son. He has a small room. So, she would be interested in a 32-inch TV. However, the seller didn't ask her questions like for whom does she want to buy the TV? The seller wanted to sell the most expansive TVs. Thus, she tried to convince the client to buy a 70-inch TV. What do you think would happen?

 

A major key role in sales is asking questions. It is not just to understand what consumers are seeking. It is also to hear their pain points, how deep are their pain and their willingness to find a solution. Still, it is not enough just to ask questions. Prospects can feel that you integrate them and refuse to answer. What can you do?

 

In the next section, we'll charm you with a simple but powerful solution.

Use mirroring to get key insights from customers

Let's take an example of B2B customers. This time, you provide security business solutions.

Seller: What do you sell? Business owner: Jewelry. Seller: OK, where is your business located? Business owner: In the central of Manhattan. Seller: Nice, so what are the security solutions you use right now? Business owner: Before I answer, what are all of these questions about?

As you can realize here, the seller asked good questions. However, he asked a question following another question and so on. The business jewelry owner lost his patience after the third question. This is because he felt inconvenient. The seller had to add his own input after each answer that was given. He had to return in his own words after what the client was saying. Meaning, he had to use mirroring. Likewise: 

 

The customer was saying: Jewelry. The seller could respond. This is a very interesting industry. I've many customers who sell necklaces, rings and so on. So where is the business located? 

 

Now, when you add your own interpretation to what the client is saying, you start a sales conversation. This is one of the major techniques you will use to build relationships with customers and a dialogue.

 

Until now, you should know why and how to ask questions. Next, we'll charm you with advanced techniques for uplifting from average sales performance to an excellent.

Adjusting the customer's style of communication

This is one of the techniques you need a bit of sales training. Sales experts know how to talk to each client individually and categorize each one by decision-making. It is defined by how much the client is people and task oriented. When you speak with them in their own language, you motivate them to speed up their buying decisions and increase their levels of customer loyalty. There are 2 scales of customer's style of communication.

Prospects who are highly person-oriented would want to drink coffee with you to get a decision, literally. Meaning, you need to build rapport with them, have a dialogue and consult them on what to do.

Prospects who are highly task-oriented would look at the bottom line. They want to know if it is worthwhile for them to buy a product. They would want you to speak about processes, results, innovation and show professionalism.

We'll charm you with 4 types of customers' style of communication to scale business.

Practical

These are B2B customers and private clients who are highly task oriented and slightly people oriented. These prospects want to hear how your product would get them closer to reaching their goals, how long it would take, what guarantees do you have, what is the main process and mainly what is it for them to use your product.

 

Business leaders know that they can increase motivation to buy by indicating their competitive advantage, focusing on differentiations, solutions, actionable insights and giving them room to decide. They are very impulsive and like to be in control all the time.

Innovative

These are prospects who are highly task oriented and highly people oriented. They make their purchase decision through new, original or unique products. It can also be the latest word of technology. They like to take risks and are the first clients to try new brands.

 

In this case, your sales message should be focused on informality. Furthermore, they are more likely to buy if they like you, and they are curious. So you should try to get closer to them, use guided imagery and take risks.

Analytical

They are slightly task oriented and slightly people oriented. Their customer buying behavior would be through numbers, data, statistics and research.

 

Their customer demands are to give them time to decide, to give them as much information as possible, and compelling insights.

Supportive

They are slightly task oriented and highly people oriented. They decide through an emotional level. They want to feel that you can be trusted, you understand them and want their favor.

 

The actual solution for closing deals with them is by approximation, having consents and consulting.

 

In this part, we charmed you with comprehending who could be your customers and how would they decide. You could do that, only, by listening to the tone of voice and terms prospects tend to use more often. If you follow the instructions of each style of communication, you will establish more customer relationships and have a quick closure.

 

Next, we will end this part with matching the rhythm and tone of voice of your clients. This would improve customer conversation and cooperation.

Matching the rhythm and tone of voice to overcome customer obstacles

Before we start, observe this situation. There is a salesman who sells complex solutions of smart houses to the elderly people. He moves from door to door. On one occasion, he succeeded to enter a house. He started to explain how the solutions he offers can save lives. He speaks too fast that the older woman doesn't understand. She tells him that she wants her son to be involved here. The salesman goes empty-handed.

 

In the example above, if the salesman had spoken slower, he might have closed the older woman. One of the most important sales tools is to mimic both the tone and pace of prospects speech. Star performers know that and adjust their voices to customer whom they speak with. As prospects speak slowly, they slow their pace. When they speak rapidly, they enhance the pace. Also, when a customer speaks loudly, they match the tone of voice, and it goes vice versa. This can only be accomplished by evolving your listening skills.

 

Until now, we've charmed you with achieving listening skills. Next part we will expand on typical sales approaches to return the permission to speak without irritating the customers.

How to take control over sales conversations without canceling the prospects' speech

You are a light man, and you want to sell your services to theaters. You managed to succeed appointing a meeting the CEO of one of the local cultural centers. As the sales discussion goes on, you say that you have an extra mile with construction and installation of lighting for events. The CEO started asking typical B2B sales questions. However, the light man got confused and didn't answer what he was asked. Hence, the CEO started to lose his patience. Then, the CEO felt that he wasn't sure what the light man asked for him in return: does he want to start with a pilot or sell a package of X events?

 

What we described here are 2 mistakes that the light man has made. First, he didn't answer to the point. Second, he didn't have a clear goal for the sales discussion.

 

In the next section, we'll charm you with 3 techniques that many people with sales experience would use to take control over sales conversations.

Set a goal for each sales discussion

Think about what do you want to achieve in the sales process. Do you want to meet with the customers (it can be senior executives, business owners, etc), sign clients on a contract, receive a bank transfer or take a credit card number? In addition, do you want to start a pilot, a longer period of service or even one-time. Remember the light man, he had a difference of opinion, if he wants to sell a pilot or give a service for a number of events. This is one of the reasons that he was confused and lost the deal.

Replying to customers' questions and objections specifically and to the point

In the sales process, customers would want to ask questions and raise concerns. It is only a natural part both at any complex sales and simple sales. When they start asking questions, you should answer shortly, to the point, and return to the script. Actually, you relate to what the customers say but then move back to the sales script. In the example of the light man, he didn't answer on what he was asked. That's one of the reasons the CEO lost interest.

Addressing the products' benefits to the prospects needs and goals

Lastly, customers need to feel that you aim the sales meeting and call specifically to them. In this case, they would be more cooperative and let you speak. You have to match the needs of the customers with the solution in the presentation of the product. You do that by describing the benefits that will help clients overcome their pain points. For example: If you are a light man and one of the pain points is the electricity wasting. You may want to say that you have alternative solutions that would save electricity and money.

 

 

In this part, we've charmed you with 3 ways you can focus on the sales conversation target achieving. That, without irritating your prospects.

Summary of taking control of the sales conversation

In this article we charmed you with some common techniques and sales innovation. We elaborated on when it is more important to use active listening and when to lead customers back to the script.

 

The best-selling behaviors are to let customers speak at least 50% of the sales discussion. In between, find the time to explain about the solutions you have for them. You do that by asking questions, repeating in your own words after what the customers reply and examining who do you speak with. In this case, in each conversation you should think about what will motivate the clients to act.

 

When you return to the script, stick to your sales goals. Clients need to know what is the purpose of the sales call and meeting, and you should too. Don't forget to answer shortly and to the point to customers questions. Find the best product benefits to address their pain points.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Sales perception

by

How to harness and adopt a winning sales perception

If you get up, and you don't feel like selling, or don't expect your sales performance to skyrocket. It is more likely to fail miserably due to negative sales perception. Your attitude towards sales would have a great impact on your actual sales bottom line. If you are a sales skeptic, you might suffer 50% reductions in sales. Whereas, if you believe in your sales skills, your product and customers willingness to buy, you can close up to 50% more sales.

 

In this article of "sales perception," we'll charm you with: what is a sales perception, why it is ridiculously important, what is a sales perception compound of, and tools to immense sales.

 

Before we start, let's postpone a bit on numbers regarding sales profession and consumer perceptions on sales.

Statistics of the sales world

There are over 4.3% people who are in the sales profession. As a business owner, it means that you shouldn't be ashamed that you need to sell. Read more here.

67% of business organizations intend to increase their sales employees to enhance their customer base. Read more here.

Still, 68% of consumers don't have a positive customer perception of sales reps. They think it is a waste of time to speak with sales representatives because the information is on the internet. It means that you need to illuminate your competitive advantage early in the sales conversation. Read more here.

Table of content

What is a sales perception

Sales perception is what you think regarding sales: do you like it, hate it, do you do it out of necessity or willingness? In other words, what are your sales drivers?

 

Let's look at the next example to understand this term better:

As a plumber, you know that today you have 3 customers who need your services. You get up in the morning with an amazing motivation to give excellent customer service. You will convince them to give you positive customer feedback and client references by mouth marketing. This is how you will grow your business fast.

As you can see here, the plumber had a great sales perception. He wasn't intimidated by the fact that he needed to convince his customers to give him leads. He just asked them to spread the word. Thus, he could easily increase his business activity.

 

Next, we'll charm you with why a great sales perception would lead you to sell to more ideal customers.

The importance of sales perception for leaving positive experiences on customers

Let's go back to the plumber example. He wasn't satisfied with giving a great service. He also thought of leveraging the positive customer perception by asking for leads. Hence, he believed in his ability to sell, that customers would want his services and that he can solve their entire plumbing issues. This is all about the right sales perspective.

 

You need to love sales so that more customers would want to buy your products. Think that if you come in a negative mood, you will be sounded depressed, annoyed and unpleasant. Thus, consumers will be more distant from you, suspicious and will refuse to buy. On the other hand, when you are positive, you sound more enthusiastic, convincing and confident. Hence, more clients would be convinced to purchase. This is why your perception is so effective. We believe that it is 50% of the sales process and conversation. How you get up in the morning, the energy and mood you possess, the attitude towards sales, product and clients will affect how your sales day, week and so on would look like.

 

After we clarified why sales perception is so important, now, we'll charm you with its components.

Get ready to supercharge your sales and marketing

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

How to inherit the right sales perspective

Let's take Elis for instance. She is a great sales rep, and she knows that. She was told in the interview that the products she sells help people lose weight. Also, they showed her some studies that support the claim. She was convinced and started selling the product with high motivation. After a while she had high sales volume. However, she started to get complaints about the product she sells due to poor experiences. Then, her motivation dropped and she stopped selling. She thought that in this competitive marketplace there were much better products that clients would prefer on, what she sells.

 

In this short story we have charmed you with the 3 components of sales perception. Here are the 3 components that you should answer "yes" to have a great perception.

The first is: How much do you believe in your skills to sell?

The second is: Do you think that consumers would have a good experience when using the product?

The third is: Would they want to purchase the product?

Whenever you think that you know how to sell, customers will want to buy, and you have a great product for them, you will close more deals. Next, let's postpone a bit on each perspective component.

Am I a sales skeptic or a champion

If you want to reach high sales volume, you have to become a true salesman or saleswoman. It means that you need to love selling and even more important to believe in your sales skills. Consumer research shows that clients tend to trust and buy from sellers who believe in themselves. Read more here. In the example of Elis you could realize that she believed in her ability to sell. Hence, she had a great customer interaction, and she closed more deals.

Do you believe that the product you sell will meet a great customer experience

The second kind of thinking, you should be upfront is: do you believe in what you sell? As a business owner, you have to know that your product addresses your customers' needs. If you do so, customers would tend to close faster and improve customer loyalty. In the example of Elis you could comprehend that the product served her consumers needs. When she thought so, she closed easily. However, when customer experience was bad, she stopped selling and her customer retention has dropped.

Would potential customers want to buy

The third important perspective is what do you think your clients would do? Would they want to purchase your products or not? You have to think that your product customer perceptions have to be great. If you do that, you will receive fewer objections, it will be easier to solve consumers' concerns and more clients will be enthusiastic regarding your product. In the example of Elis, she could easily sell in the beginning. This is because she thought that clients would want to reduce their weight, and she could help them. However, inside the customer journey, they felt the product wasn't helpful. Hence, she received bad references. Thus, she had stopped believing customers would want to buy and stopped selling.

As you can figure out, the 3 sales perceptions we have charmed you about, have a huge impact on the behavior of customers, your closing percentage and conversion rate. In the next part we'll show you how you can change your sales perception.

Tools to leverage your sales perception

Think over Jason: he is a business owner in the jewelry industry. He knows that every sale he makes will promote him to be richer. Hence, he has joined a sales organization in which he goes once a month to learn new techniques. He is so passionate about success that when he sells in the morning, it is like an amazing wheel. He just keeps on selling (sales effect power). However, when he is rejected 3-4 times in a row he is losing it. So he has great days besides terrible days. Unfortunately, when he has a couple of awful days, he doesn't know how to rest a bit and come back with new strength.

 

In this story, we charm you with visualization of some sales perception tools' assets, you should implement in your business. Also, what sales threats should you be aware of. In this part, we'll elaborate on how to adopt good life sales habits and how to avoid bad energy days in sales. So you avoid bad momentum and sales agent objections.

How to adopt good life sales habits

One of the strongest sales drivers are your life routine. The way you start your day will impact the sales volume, at the end of that day. It is recommended to sleep 8 hours to get up fresh. Then, have a morning ritual of eating breakfast, doing breath exercises (like yoga), and doing sports. In addition, while you start working, finish your administrative tasks like: reading and sending email, invoices, etc. Only when your mind is clear, begin selling. Also, don't forget to take breaks every 2-3 hours. You don't want to be exhausted. Try to eat your launch at the same time each day. Work reasonable hours and don't forget that you have family and friends. In the evening, it is a good time to hang with them.

 

Furthermore, once in a while go on vacation. You can also take a day off to be with your male or female partner, children, grandchildren, or just for yourself. Remember the example of Jason. Don't overload with work because it will affect your bottom line eventually. Meaning you would have more awful days due to low energy when selling.

How to avoid bad energy days in sales

When, sometimes,  you try to sell to your target market, you just fail over and over. For inexperienced sellers, this might be devastating. They carry on the last refusals to the next sales conversation. Hence, they expect to hear "no" before they actually hear this word. They anticipate negative purchasing behavior of customers. So what can you do about that?

First, when you feel that your energy is low, stop selling. Do something else in your business. It can be paperwork, customer service, business development, etc. If you still feel tired, you can spare your time for hobbies, walk in the park, go to the beach, coffee shop and so on. After you feel full of energy, go back to sell.

Second, to avoid reaching bad momentum, if you still feel low energy in sales, take a day off or even vacation. If you can't afford it, do other activities in your business until you regenerate your energy. Concentrate on what you like, perhaps: business research, advertising strategies, customer satisfaction surveys, and so on.

Third, think productiveness. Set targets, milestones, statistics and action lists to reach the goals you put in. For instance: reaching sales worth $120 thousand a year. Which means that each month you will have to sell $10 thousand worth. You need 10 sales meetings to close 2 customers worth each $5000. Hence, you need to call 50 times a day. You have to appoint one meeting, and five meetings a week. That, as you close one meeting out of ten. As you can see, instead of concentrating on succeeding or failing, you focus on how to reach your targets. That would help you avoid bad energy and look forward to your goal achieving.

In Jason's example above, you can comprehend what he should do to avoid 3-4 terrible sales days. Starting with thinking on the profits to reach. When he is still having bad days, he should stop selling and do some other activity in his business or simply do other spare-time activities.

How to avoid sales agent objections

First, let us explain what it is. This is a situation where the sellers have particular objections to themselves, sales price, selling, value of the product and so on. So, how do you know that you suffer from a sales agent objection? It is good that you ask because this is what we'll charm you now.

 

Simply, if you receive the same objection over and over, you transfer a message that something wrong about the product. The customers would feel that and raise the objection, you fear of. For instance, if we are sensitive to prices before buying, it is natural that customers will repeat saying: it is too expansive! So how can you solve this issue?

 

You should be aware of the situation, when the same objection repeats over and over. You can do it by recording your sales meetings or phone calls. Second, mentioned in the example of Jones. You can join a sales organization or study new methods in sales from the internet. This will help understand your objection and where it comes from. Then, you could unchain from it.

Summary of sales perception

In this article we charmed you with: the meaning of sales perception, why it is significant for sales success, how to adopt the best sales perspectives and tools to help you achieve the right sales approach.

 

Remember that selling is not a sprint but a marathon. You should look at your average revenues per day and what you have reached in a month. Don't look at each day separately. Everyone has bad days. The question is how you overcome those days to become an amazing seller.

 

In addition, seek, always, to learn new methods and skills in sales. This is an ever-changing world. Furthermore, the taste of the market is also being shifted. You should be aware of that when selling. This can eliminate sales agent objections.

 

Third, form a sales life routine. Don't skip breakfast, combine sports, sleep well (between 7 and 8 hours), clear your head both at work and in private life. Don't forget to have a spare time with family, friends and yourself.

 

Lastly, always, believe in your sales skills, your products added value and that customers will pay for what you can sell them!

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

How to be good at selling

by

Here is the sales model that will show you how to be good at selling in your business

Running a business is a huge challenge. Selling is one of the toughest skills you should acquire as a business owner. Without that skill, your business couldn't last for long.

 

In this article of "how to be good at selling", we'll charm you with: what is the sales process, the winning approach successful salespeople use, how to take control over the sales conversation and how to manage the sales discussion.

 

Notice that we will explain shortly on each topic. Hence, you can understand the sales process from a bird's view. In each section, we'll add a link to the related extended article.

 

Before we start, let's postpone the number regarding effective salespeople.

Numbers of the top sales professionals

Top salespeople are not afraid to pick up the phone and call customers It is known that 92% of sales interactions would occur on the phone. Read more here.

Only a quarter of sellers succeeded to exceed their sales goals in a year. Read more here.

A great sales strategy that top salespeople execute is asking for leads. Unfortunately, only a fifth of salesmen and women do it regularly. Read more here.

Table of content

What is a sales process

Think about a route that you need to take to the potential customers. From one edge, they heard of you the first time to the other edge that they close the deal. In this imaginary road, there are 3 obstacles you should conquer to build customer relationships.

The first is you. Every business owner has some fears. One of them is selling. They ask themselves: would I be good enough, how prospects would react to me, would they be satisfied with my product usage and other agent objections like money, time, trust, etc.

The second is leading the sales conversation. You should know when to speak and when to listen.

The third is building a professional relationship. You should comprehend how to start a sales call or meeting, what questions to ask, how to present the product descriptions solutions, closing and building trust.

Each phase has its own challenges. In the next part, we'll charm you with the first challenge of a winning sales attitude.

Establishing the best sales approach

Once in a while, you encounter sellers who don't appear to be happy with their job. While you have a sales meeting, they just do you a favor when they answer simple questions or concerns. Hence, you know what would be the result, right?

 

This is probably the most important part of the sales conversation. The crazy part here is that it is related to your beliefs, life, routine, habits, and hobbies but indirectly to sales. It is the bridge between selling and your private life. For instance: the way you get up in the morning is the way you will sell! So, what does the sales approach consist of?

Do you believe in your sales skills?

Here you should think about a professional runner. If he believes in his ability to win, his chances to succeed in doing that are increasing, and vice versa.

Do you believe that the average person would want to buy what you offer?

In this scenario, think about a seller who sells courses in digital marketing. If she thinks that customers don't want to buy her courses due to price, her sales will drop.

Do you believe that you have the most compatible solution for your customers?

This is a great question because you may have great sales skills, you think customers would want to buy, but the product isn't good for them. Meaning, you have to lie to yourself to sell! This is the worst action plan you can have. It is unethical, and you would hurt your reputation.

If you want to know more on the right sales approach to win more sales, charm your business with this extended article.

 

Next, we'll charm you with leading the sales conversation.

How to take control over the sales conversation

Let's say that we have a seller who sells yachts. Her target audience is rich people who want to buy a yacht to show off their status and for pleasure. So she works very hard on building personal relationships. She lets her clients speak about how great they are, how they succeeded in earning their millions, and to complaint. Then she asks them what they want and how much they want that. In the end, she explains about the suitable yacht for them. How much do you think she sells? You are probably guessing a lot, and you are probably right. Now ask yourself why?

 

The saleswoman led her rich customers. She let them speak and knew when to return to her sales script. This is how you take control over the sales conversation. You ought to let the customers speak at least 50% of the sales discussion. You do that by asking discovery questions, pain, and mature questions. Also, you return after what the customers reply in your own words. Lastly, you adjust yourself to their tone of voice, pace, and style of communication.

 

On the other hand, you should know when to return to your sales script. You do that by knowing your goals and aiming the conversation to achieve them. Furthermore, you answer shortly and to the point to clients' questions and objections. Lastly, you address customers' needs in the solution phase.

 

You can find more information on controlling the sales conversation in this article.

 

Next, we'll charm in the section of this article. We'll explain shortly each part of the sales conversation and its order.

Unlock the key to successful sales and marketing processes with this free video meeting

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

How to manage the sales discussion

The average salesperson may not have a systematic selling process. Meaning that he or she doesn't have a beginning, main part and ending. This is the heart of managing the sales discussion and building personal relationships. Let's charm you with the next example. This time, you are a social platforms manager.

Social platforms' manager: Hello, I'm speaking with MR Oralio. Oralio: Yes. Social platforms' manager: My name is Lee. Good morning. Oralio: Good morning Social platforms' manager: I'm calling you from Best Pick Social Networks Managing. The reason that I call is that you left us a message on our website. We can manage your entire social networks in one place. Leaving you hours a month to run your business. You want that, right? Oralio: Of course. Social platforms' manager: Great, so what we'll do is take your entire social networks and manage it in one place. It means that you no longer have to check what is going on social media. Also, we will upload posts that we know that have more chances to become viral. Those who aren't, will still get good exposure and drive traffic to your website. Hence, you can sell more. Each post we will upload, we will share a link with you, and where it was posted. So, you have total control on what we do. Lastly, we'll send you a report once a week to show you our progress. Thus, you can be confident that you are in good hands. How does it sound? Oralio: It sounds great, but I'm not quite sure that this is what I need. By the way, how much does your service cost? Social platforms' manager: I'm not quite sure how many networks we should manage, but it should cost around $750. Oralio: Sorry, but it seems too expansive for me. Perhaps we could work together in the future.

Let's examine what was the cause of Oralio saying: "it is too expansive for me". In the sales pitch, the seller didn't ask questions. Hence, in the end, he didn't know what was the customer base of social networks. So, he gave a price that wasn't in the budget of the potential buyer. In addition, he wasn't sure about the price, which meant that his closing wasn't good.

 

On the other hand, he had a great opening. He tried to check if he spoke with the right person. In addition, he blessed the customer to start the discussion positively. At the end of his opening, he also mentioned his added value to build up customer's curiosity. He said: "We can manage your entire social networks in one place. Leaving you hours a month to run your business".

 

Furthermore, he was almost a true sales expert when he presented the solution. He emphasized the benefits and used storytelling to do that.

 

In this example, we walk you through the entire sales methodology. Let's charm you a bit on each phase separately.

Sales introduction

Sales leaders know that there is no second for first impressions. Meaning you have a short time of less than one minute to leave a good impression. You do that by checking that customers want and willing to speak with you. Also, you emphasize your competitive advantage and a differentiation to make customers curious.

 

We can charm you with more information on sales introduction in this article.

Sales questions

This is the most important part of the sales cycle. Sales representatives know that without a need, there is no sale. You do that by asking questions in the right form. Starting from general questions, proceeding with pain, sharpening and mature questions. This is how you determine if there will be a purchase decision.

 

We can charm you with more information on sales questions in this article.

Sales solutions (the presentation phase in the sales process)

In this part, sales people present the product. Here, you will address customers needs. You do that by emphasizing the benefits which will solve the prospective customers pain points. Don't forget to include customers in the presentation by asking confirmation questions and relationship building questions.

 

We can charm you with more information on sales solutions in this article.

Sales closing

This is where each sales performer is heading. In this part, you will discover if your sales efforts were worthwhile. You present the prices, one more benefit of the product, and ask for closing to end the first sales cycle.

 

We can charm you with more information on sales closing in this article.

 

Still, there is one more subject we should be expanding a bit. Each buyer persona won't be so easy. They would ask questions and mainly raise concerns (or objections). In the last part we will explain briefly how to soften objections and move more smoothly in the sales conversation.

How to deal with customers suspicion and raise their trust

This is the last piece in this sales model. Every sales rep knows that they need customers' trust to close more deals. Let's go back to our last example of social platforms' manager. Oralio is asking him how he can be sure that he doesn't throw his money? The manager is replying that he is sure that it won't happen. This kind of answer will make Oralio more suspicious. This is because the manger didn't provide any proof that he can deliver the job. In other words, the manager didn't show his expertise and tried to get consents. So how can you raise trust in each buyer persona?

 

Here are the 4 techniques to break customers suspicion status quo.

Professionalism - This is where you show your expertise by knowing every aspect of your product, competitors, and customers concerns.

Consents - This is where you try to reach an agreement with customers. It can be something regarding the product, their pain, market or even personal topics.

Dialogue - This is where you involve the customers in the conversation. You do that by asking questions, mirroring, letting customers speak, raising their concerns and so on.

Building rapport - This is where you try to get closer to the customers. You do that by using consultative selling, asking questions, active listening, finding common topics to speak about, mimicking the style, tone, and pace of customers voice, and communication.

We can charm you with more information on raising customers' trust in this article.

 

In the last part, we've charmed you with 4 steps you should walk through to convince more potential clients to close. In between, you should focus on raising their trust by using the other 4 tools we've given you.

Summary of how to be good at selling in the business

In this article we charmed you with a sales model to be able to observe selling from a bird point of view. We discussed the right sales approach, gaining control over the sales conversation and managing the sales process.

 

The best advice we can give you here is to examine, which part you think might need improvement. Then, read the related article. Hence, you can dive deeper and convince more prospective buyers to close.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

Sales terms you should know

by

What are the most practical sales terms to know and use

Sales may be overwhelming if you haven't worked as a seller. Even if you do, this world is ever-changing. What was true a few years ago, may be false today. As buyer personas change constantly and the buying process with it.

 

In this article on "sales terms you should know", we'll charm you with apprehending sales generally and the sales cycle you will have to walk through. We'll explain briefly the general terms in sales, terms for sales preparation, within the sales process and after. We'll end with a touch on sales statistics.

 

Before we start, let's postpone on numbers.

Statistics of the sales world

Most of the sales would be done by only 20% of salespeople. These are the top sellers which exceed their sales goals each time period. Read more here.

The best sales teams can preform up to 115% of their annual targets. Read more here.

Table of content

General terms in sales

Think about this situation. You call potential buyers. Once in a while you get hung up, and it is hard to do anything about that. Many times, it occurs due to misunderstanding the sales worlds. Potential customers still think that sale is all about pushing and selling what they don't need or want. Hence, they get intimidated (perhaps you are also). Whereas sales is all about addressing needs and fulfilling customers' ambitions.

 

In this part, we'll charm you a bit with basic sales terminology. So, you can be less intimidated by this amazing world.

Sales

Selling is pulling the customers to you. Meaning, giving them the entire reasons why they should break their status quo. A great sales rep would bring the customers to a decision that they need or want a product. He or she helps the prospective buyers to solve a problem or reach a goal.

Telemarketing

This is one of the methods to sell. It is selling on the phone. The purpose of these cold calls or hot calls is to take credit card numbers or sign consumers on a contract.

Telemeeting

This is another method to sell on the phone. The difference is that the sales rep would want to appoint a meeting with the customers.

Door to Door

This is another way of selling. In this case, you will search for sales opportunities by knocking on private customers or businesses doors.

Frontal sales

These are a kind of sales that you sit with the customers and sell to them face to face. They can expect your meeting, or it can be achieved by door to door.

Business to Business

This is a term that describes your target audience, which are businesses. In other words, you, as a business, sell to another business (business to business).

Business to Consumer

This is a term that describes your target audience, who are private customers. In other words, you, as a business, sell to a private person.

Prospects

They are prospective customers. As a seller, you have to move them throughout the sales funnel. That from being exposed to you the first time to make a purchasing decision.

Current customers

These are the people who pay for the product. Most likely they will also consume it. However, in some cases, they buy the product and give it to a third person, like a child, friend, etc.

Consumers

These are the people who use the product. It can be children who received a gift from their parents.

End users

These are the people who use the product, but not necessarily pay for it. In some cases, they can be consumers, but it is not a must. For instance, an end user can be someone who uses Facebook.

Note - the difference between end users and consumers is that end users may use the product for free. Whereas consumers are people who bought the product or receive it as a gift.

Lead generation

This is the process where you search for potential customers, the first phases in the sales funnel. You do that by determining your ideal customer profile, where, and how you will reach them. Many times, you will have to combine a marketing process by establishing content marketing and email marketing. Hence, customers will be exposed to you, engage with you and eventually leave their contacts, like: emails or phone numbers. This is also called prospecting. For instance:

As a beauty salon owner, you search for females aged between 20 and 60 years old from the local neighborhood. You know that you can find them on Instagram, local and general female groups on Facebook. One of the messages you plan to write is: I'm starting my own beauty salon. For the opening, I'm giving 30% off my entire treatments. This is limited only to the first 30 clients. So who is the first to exploit the discount?

Let us charm you with more information in this article.

Leads

This is the result of the lead generation process. You gather the contact information of the individual consumer. It can be customers who want and know you will refer to them via email or a call. But, it can also be prospects who are not expecting that you will try to reach them. In this case, you will try to warm them up by cold emailing or cold calling.

Hot leads

These are people who leave their contact willingly. Hence, they expect you to send a direct email or try to sell them via phone, video or frontal meeting.

Cold leads

These are people who don't know that you will try to reach them. Thus, they are cold. You can find them by allocating their contacts on yellow pages, buying contact lists, scraping their emails and phone numbers on their web or social media (LinkedIn, Instagram, etc).

 

Try to use Texau to prospect cold leads. You can scrap and extract their information on LinkedIn, or on their website. Then, send them a warm-up email with applications meant for that. In addition, you can advertise to them with Facebook campaigns. You can add their contacts to look alike marketing campaigns and then target them or similar people. You can read about look alike campaigns via Facebook here.

Incoming sales calls

This is one of the types of hot leads. These are people who call you, so they are the best sales prospects. Meaning, they want to receive information on your products. So how do you make customers call you?

 

Most likely, you will have to do a lead generation process by social media marketing that would lead to your website. Then you will give them a reason to call you like: benefit, discount, great product value and so on. You can, also, try promoting with: Facebook, LinkedIn, Twitter, Google Ads, etc.

Outgoing sales calls

In this case, you will initiate phone calls. You will refer to cold leads, and warm them up.

Notice that the only difference between incoming and outgoing sales calls is that people don't expect your call. Whenever you overcome the first barrier of cold calling, then you will discover that they have the same pain points, desires, and objections.

Decision makers

These are the people who will determine the outcome of the meeting, or call in the buying process. You will have to find and reach them to close the deal. It is more likely to encounter this scenario, when you sell to businesses or work in B2B companies.

Gatekeepers

These are the employees who stand in the gate and prevent you from reaching the decision makers. Most likely, you will encounter them, when selling to other businesses. Many times, it will be the secretary or lower status employee. For instance, if you want to reach the sales director, you probably will have to pass the sales rep or manager.

Notice that the gatekeepers will have a different need than the decision makers. When speaking with them, you will have to find what will motivate them. Hence, they will let you speak with the decision makers.

CRM

This is an application that aims to help you manage your customers. This is why its initials are customer relationship management. Mainly, it is a system where you will receive the leads and manage what happens with each lead, manage the sales pipeline. Many CRMs will allow you to send emails, SMS and even use automation to do that. You could also settle credit cards, save them in the system and charge them automatically. In addition, you could add your products, prices, send invoices, upload files, sales revenue, examine conversion rate, closing ratio and churn rates to understand better the buyer behavior.

 

Here, you can find CRM applications with discounts and some for lifetime.

Note: This is what a process of sales pipeline would look like regarding CRM - You will receive a lead without any records. Then, you will call him or her. Alternatively, try to reach him or her in other ways, like: email, door to door and so on. After the first interaction, you will have to add a record and change the status of the follow-up. You will, somethimes, use the CRM to send emails or SMS with more information on you and products. Then, you will schedule a time frame to return to the leads again. Whenever the time arrives to reach the customer again, you should find the lead in the daily tasks. Then, there can be 3 options. First, customers buy the product, and you charge them inside the CRM. Second, customers continue to postpone their decision, so you change the date to return to them. Third, customers refuse. Then, you can forget about the lead or send them to an automotive follow-up system inside the CRM. Pay attention that sometimes you will sell the first interaction or be refused.

ERP

This is another application which is mainly being used in larger companies. It allows creating customer accounts, managing invoices, receipts, procurement, project management, etc. It aids with supporting your marketing and sales strategy.

Notice that in small and medium businesses you probably won't need ERP system. This is because many CRM have some ERP functions that would be enough for you.

Product's character

This is what describes the product you sell. It can be size, functions, color, location, time that the product can be used, etc.

Product's benefits

This is what the customers accept from the product's characters. For instance:

Regarding size - It is compact that can be packed almost everywhere.

Regarding functions - It gives the capability to use the product in many cases.

Regarding color - It is eye catching and makes the surrounding prettier.

Added value

This is the main benefit of the product. This is the primary reason why customers would prefer your product rather than your competitors. You have more of a benefit, less of a flow or a unique advantage. For instance:

A farmer who has a unique breed of tomatoes.

A sweet drink that has less cholesterol or sugar.

An application that gives you more features than its competitors.

Competitive advantage

This is the outcome of the added value. It is a unique benefit you have that your competitors don't have or have less. For instance: let's charm you with the example of the farmer who grows a unique breed of tomatoes. His competitive advantage can be: tomatoes that grow faster, more sustainable, and so on. 

Need

This is the main reason why customers will choose to buy a product. It is their pain points or problems they suffer from. A sales representative will try to search and reveal these pains. Then, address them with the right product solutions.

Desires

This is the other reason why customer journey will end in a sale. This is customers' ambitions, goals or dreams they wish to achieve. You will try to discover their desires, when you sell luxury and quality of life products, entertainment, courses and so on.

 

In this part, we charmed you with the basic terms to enlighten the sales world. Hence, you would be more sales qualified. Next, we'll elaborate on terms of sales preparation.

Unlock the key to successful sales and marketing processes with this free video meeting

Book a free video meeting to discuss an integrated sales and marketing online course. It will kick-start your sales and marketing process. Hence, you can get more leads, close more and leverage your profits.

Book now!

Terms of sales preparation

Think over a seller who needs to sell face to face. She comes with sloppy clothes, looks angry and doesn't know how to present the solutions to customers. What do you think would happen?

 

In this part, we'll charm you with the most essential sales terminology before you start selling.

Sales approach

Any sales leader knows that you need to believe in your sales skills, that customers would want to buy the product, and you can deliver the best solutions for them. This is the essence of the right sales perception. To do that, you need to know how to involve your private life with business by adopting: hobbies, healthy life routine, spare time with family, etc.

 

Let us charm you with more information in this article.

Sales habits

These are the entire activities you will do before, while, and after the sales process that aren't including sales. It can be sleeping 7-8 hours a day, eating healthy breakfast, doing sports, going on vacation each period of time, doing breaks each 2-3 hours of sales work, and so on. This will affect upon creating a positive sales approach.

Sales agent objections

This is the seller's internal resistance to the very sale process. It can be selling the product, prices, the time it consumes, some product functions, the obligation period, etc. It can also be objections to himself or herself, like: their sales skills or even that they wouldn't use the product themselves.

Note that this is one of the most crucial objections you must solve with yourself. Whenever you suffer from these types of objections, you will receive the same objection over and over from customers. For instance, if you think that you can't find the time to use the product, your customers will think the same.

Sales leading

This is how you manage the sales conversation. In any sales processes, you will have to know to control the discussion. It can be done by active listening to your customers and by knowing when you should return to the sales script.

 

Let us charm you with more information in this article.

Active listening

This is one of the main factors that will raise drastically the chances to close customers and turn some of them into loyal customers. Active listening means to show your customers that you are not only hearing what they say, you understand the meaning of what they say, both visible and hidden. You do that by mirroring, mimicking their pace and tone of voice, speaking in terms that they understand better and so on.

Note that customers have to speak at least 50% of the sales conversation. Hence, you will have more chances to close them.

Sales scripts

Similar to a play, you need to know your role, right? In sales, it is the same. You are an actor that needs to know each time frame what to say to your prospects. You ought to know how to answer questions to the point, how to start, continue, and end a sales conversation, how to handle objections, how to increase sales for exiting customers and how to follow-up prospects. Let's postpone briefly each sales script.

Conversation script - This is the script for how to manage the sales discussion from beginning to end: introduction, questions, presentation, and closing.

Questions and answers script - This is a script with 4-5 common questions that clients use to ask regularly. You will add to the script 2-3 answers to each common question.

Objections handling script - This is a script with 4-5 common objections customers tend to raise. You will insert 2-3 solutions to each objection.

Increasing sales script - This is a script you use after you close the customers. Its role is to aid in selling more products to same customers by up-selling and cross-selling. It will also serve you to take leads from new and exiting customers.

Follow-up script - This is a script to assist with returning to customers who postpone their decision or refuse. You will use it to know how to return to these customers and try to make them interested in the product again.

You can read more about sales scripts in this guide. Note that you have to insert your email to download the guide.

 

In the next part, we'll charm you on terms inside the sales process.

Terms within the sales process

This is where sales specialists can show their magic. It is the entire process of the sales discussion, from beginning to end. Let's look at the next example to understand better what it means.

A business consultant is calling an owner of a diner. The owner has left her a message on her website, asking to return to him with more details. She introduced herself by asking if she speaks with the person who left her a message. Then, she said: who is she, what her added value, what main problem she wants to solve in the market and how she is doing that. Next, she asked a few questions regarding the diner, starting with characterization questions, moving to problem questions, sharpening the problems and ending with maturity to buy questions. In between, the business owner asked about the price. But she insists on keeping understanding his needs, and that she has to find the right solution for him. In the third phase, she elaborated a bit on the product solutions regarding his needs. At the end, she moved to the closing phase by asking him if he could meet in the morning or noon. She knew that the customer would have to spend thousands of dollars, so it is going to be a complex sale. This is the reason she has set a goal, to meet with the customers and then try to sign him on an agreement.

In this example, we charmed you with a description of the entire sales process. Next, we will explain a bit each term described here and more.

Introduction

This is the first phase in the sales process. This is where you make the first impression. You introduce yourself, ask if you speak with the right person, mention the goal of the conversation and why you are the right sales specialist to speak with.

 

Let us charm you with more information in this article.

Power questions

This is the second phase in the sales process. Here, you will try to reveal why you are speaking and how much the problem interferes with the customer's life. That by asking characterization questions, problem or desire questions, questions to dive deeper (sharpening questions) and maturity to buy questions. This is the most important phase. When doing it correctly, it raises the chance dramatically to customer acquisition.

 

Let us charm you with more information in this article.

Note that you need to ask customers in a specific form. Meaning you, always, start with general questions and then ask more private questions as you move along. You start with characterization questions that describe the situation customers are facing. Then, you dive deeper with problem questions or desire to reveal their needs and wants. You continue with sharpening questions to understand more about customer pain points or ambitions. You end with maturity buying questions to truly comprehend how urgently the customers want to reach their goals or solve their problems.

Product solution

This is the third phase in the sales process. This time you will address clients needs by presenting the product. Sales leaders know that it doesn't matter if these are complex sales or simple, you will always have to match the right product benefits to the needs of the customers. This is what will convince customers that you have the solution for them in the market.

 

Let us charm you with more information in this article.

Closing

The fourth and last phase in the sales process. Here, you will present the price, mention one more benefit and ask the customers to buy, sign an agreement or meet. In this stage, you should be focusing on listening for a buying signal and where there are closed opportunities.

 

Let us charm you with more information in this article.

Note that you will use active listening. Try to interpret customers reactions to you and the product. This action, you will do the entire sales conversation. Many times, customers will ask or say something that is a buying signal, like: in which color the product is, where is the best time to start, I heard a recommendation on you from X and so on. Whenever they do that, you should aim as fast as you for closing.

Until now, we have discussed the stages in the sales process. Still, there are few more points to charm you on, in the conversation with customers.

Objections

As you probably understand, prospects won't let you easily move from one phase to another. Many times, they will raise concerns regarding themselves, the product, its worth, the company or even you. This is called objections. This is just another common obstacle in the sales conversation that clients say: "not yet, I'm not ready to buy". Sales specialists know that and are prepared to answer any concerns raised by customers.

 

Let us charm you with more information in this article.

Notice that in any product you will sell, there will be 2-3 common objections that will repeat over and over in different forms. Most likely, these objections will be categorized as trust issues, lucrative, and third factor. As long as you build trust and address customers needs, you will encounter softer objections. These are objections that are easier to handle. However, if the customers are suspicious, they will raise more objections and harder. Meaning, it will be much more difficult to solve.

Trust

This is the X factor in every sale. When you build it correctly, the chances to have a customer acquisition goes up. The customers are naturally suspicious of you, themselves and the product you sell. Hence, they raise objections, ask questions and tend to postpone decisions. This is where you should work on 4 important tools to lower their barriers, such as: professionalism, consents, dialogue, and building rapport.

 

Let us charm you with more information in this article.

 

In this part, we charmed you with the sales terminology to convince more customers to close. Next, we'll expand a bit on terms to increase revenues.

Terms to increase revenues in sales

This is the phase where you sell the most expensive products. In this stage, you will try to upgrade the same product, sell another or better product, or take leads from new and existing customers. Not convinced? Let's charm you with the next example to show how important it is.

You develop an antivirus software which prevents customers from getting the computer infected. It also has a firewall, and it blocks you from visiting contagious websites. Now, you want to sell another product which improves the computer performance by cleaning its cache, both on the internet and inside the computer. First, you try to announce about the new product with social selling, send cold emails to prospects who were interested but didn't close and call to cold and hot leads. However, it consumed too much time and had little results. You said to yourself: I know that I'm afraid to try reaching my paying customers as they can cancel the deal. Nevertheless, it may be easier to cross-sell them. Hence, you decide to send them a direct mail. Furthermore, you call them and present yourself as the customer success team. You were surprised that it was much easier to close them. They were more cooperative and very few asked to cancel the deal. The closing percentage of customers was almost 6 times higher!

In this example, you could realize how significant it is to try increasing sales from new and exiting customers. It is so much easier to close them than even hot leads. In this part, we'll charm you a bit with increasing sales terms such as: up-sales, cross-sales, referrals and follow-ups.

Up-sales

This is an upgrade of a product to a prospective customer that has already made purchase decisions. You call, meet, send an email, SMS, WhatsApp or any other tool to ask paying customers to buy a better version of the product, larger or a longer period of obligation. It can be buying a longer subscription to the gym for less money a month, an application you pay more a month and receive more features to use and so on.

Cross-sales

It happens when you sell an additional product. It can be complementary or unrelated. You can sell viable products like new software, services, etc. It can be more complex products like TVs to customers who bought cable subscriptions. You can also sell complementary products to a customer who has annual car care like: engine cleaning oil, wipers, car axle lubrication oil, etc.

Note that in up-sales and cross-sales you have 5 to 6 times more chances to close customers than selling to hot or cold leads.

Referrals

This is one of the easiest ways you can increase revenues fast in your business. You simply ask customers that decided to buy in the decision stage, if they have colleagues or friends that would be interested in buying the products you offer. These are the best qualified leads.

 

You can read more about up-sales, cross-sales and referrals in this guide. Note that you have to insert your email to download the guide.

Note that almost the entire prospect would prefer buying (84%) from referrals. Only 11% of sellers are trying to ask for referrals. You can click to read here to more about that.

Follow-ups

Follow-up is when you try to reach prospects two or more times after you have had at least one interaction. It can be for paying and none paying customers. You can try reaching the customers via phone, meeting, email, SMS, WhatsApp and so forth.

 

You can read more about follow-ups in this guide. Note that you have to insert your email to download the guide.

Note that smart sales reps try to follow up with their customers at least 5 times. They know that 80% of the customers would close in the fifth attempt. You can click here to read more about that.

In this part, we charmed you with terms to leverage customer acquisition cost by increasing sales for existing, new customers and following-up prospects. In the last part, we'll explain a bit about terms in sales statistics you should know.

Terms in sales statistics

As always, let's start with a short example.

You are a franchisee who sells communication packages. You have a small sales team. Every month they don't succeed to reach the goals you set. You don't understand why it is happening. Then, you sit with a business development personal assistant. She says that you don't track your sales reps data. So, you create a worksheet with the amount of sales for each representative, average sales a day, week and month, conversion rate, amount of potential leads, income from each lead and how much sales you should end each month. Then, you start tracking again. Each month, you see that you are not in the right pace to achieve the goals, you motivate your sales team, and give special benefits and discounts for a short time frame. Now, you have succeeded in reaching targets.

In this example, you could realize why it is so important to have sales statistics. In the part, we'll charm you a bit with 3 common sales statistics terms.

Conversion rate

This is the sales prospect for each seller separately and together. It is the number of closures divided by the number of leads. For instance, if you have 10 leads, and you close one prospect. You have a 10% conversion rate.

Average sales a month

This is the amount of sales you have made multiplied by the days that have passed a month. That score you should divide with the amount of working days there are in a specific month. This is a very important statistic as it helps you reveal how much sales you would end a month. Meaning, if you take the score of average sales a month and multiply it in the days that have left for the same month, you can predict how many sales you will end a month. This is also named predictive statistics.

Average income from sales a month

This is the amount of income you have made multiplied by the days that have passed a month. That score you should divide with the amount of working days there are in a specific month. It is calculated almost the same as average sales a month. However, you ought to know it, so you can calculate how much a lead is worth for you and the closing costs.

 

You can read more about statistics in this guide. Note that you have to insert your email to download the guide.

Summary of sales terms you should know

In this article we've charmed you with the most important and practical terms in the sales world. These terms, you will actually use most often. Thus, you need to know them to better understand the sales world and to sell more.

 

We recommend that you move over these terms a few times. Read this article with this guide. In addition, pay attention to the links inside below some sections and click on them. It will assist you with comprehending each sales term and knowing how to implement it.

 

We would greatly appreciate it if you dedicate one more minute to kindly answering the quick survey below. It would help to write better, more valuable content for you. Thank you!

Leave this field blank
0/50 Max words

All rights reserved for Sales Charm for Businesses

**Elevate your business skills to the next level with our comprehensive libraries** :arrow_right:
**Elevate your business skills to the next level with our comprehensive libraries** :arrow_down:
:star2::star2::star2:**Charm your business to the stars**:arrow_right:
:star2::star2::star2: **Charm your business to the stars** :arrow_down:
Grab worksheets Grab worksheets
Grab worksheets Grab worksheets