Why You Need To Stop Selling And Start Building Relationships
The constant drivel of a canned sales pitch, can be one of the most annoying and offsetting things to hear for a prospect, when all they’re wanting is more information on a product or service. Then at the end of the sales spiel, it’s no surprise you don’t get the sale.
You think or have been told that it’s a numbers game. That the number of faces that you get in front of, this to persistently tell your sales pitch, is what gets the sale. Know that all this does is just turns off the prospect, because of the constant demands to “buy” now.
So how about taking a different approach. To analyze and alter how you sell, to find out why you’re not getting more sales. So dissect your current selling mindset and behavior, and then change your approach.
Avoiding The Traditional Sales Mindset
• All you have is just one method of selling and that’s the “canned” memorized sales pitch. Start a conversation with the prospect instead
• Your objective is ABC, Always Be Closing. Instead, you should be finding out if your potential client is even a good fit or not
• Once you’ve lost the sale, that’s where you think the process ends. Instead, once the prospect says “no,” think that’s the beginning of the sales process
• Stop chasing every potential client, this until you get a “yes” or a “no.” All you’re doing is creating more sales pressure. Instead, find ways for them to chase you
• Once a prospect has an objective, avoid challenging or countering them. Instead, find out what the real truth is, the reason behind the objective
• Once a potential client challenges the value of your product or service, never defend yourself by explaining its worth. All you’re doing is creating unneeded sales pressure
Start Conversations Not Sales Pitches
Once you meet a prospect, avoid making the traditional preset sales pitch presentation about your product, company, or yourself, and what you have to offer. Have a talk with them instead.
Focus on the problems that your product or service can solve. Know what these problems are, this by asking your previous customers why they bought your product, and how it helped them. Begin by offering them a solution, instead of selling them something.
Find If They’re A Good Fit
Avoid constantly closing. Focus more on having a discussion on the issues that they’re having, and how you can help solve them. Find out if your product can do so.
Avoid jumping the gun and trying a premature “close,” but instead allow the prospect to bring you into their buying process.
“No” Is The Beginning
If you think that you’ve lost the sale, this because you’ve made a mistake at the end of the sales process, instead, take a look back on how you began it.
Did you start with your preset sales presentation, using all the traditional sales language such as, “We have the best solution which I know you need” or “Others who are in your industry bought our solution, so you should as well.”
Once you use the same classic sales verbiage, your potential client will stamp you with a negative stereotype of you being a typical salesperson, one that can’t be trusted.
Then attempting to discuss the issues that they’re wanting to solve, and how you may be able to help them, becomes difficult.
Rejection happens because something that you said, however subtle it may of been, triggered a defensive reaction in your prospect.
Eliminate rejection, this by shifting your mindset which is desperately wanting to make a sale, to a mindset of wanting to help them solve their problems. Say something like, “What are the issues you’re having which is affecting your business?”
Salesmen “chasing” potential clients is thought to be a normal necessary process. That if you don’t chase, means that you’re giving up, that you’re failing, which are all ego driven motivations.
Instead, show, tell, and prove to them that you want to avoid anything that resembles a “cat-and-mouse” chasing game, this by agreeing to meet again so you can chat.
Find The Truth Behind The Objectives
All you’re doing is putting more sales pressure on the potential client, if you overcome their objections. Instead, find out what the reason behind them are.
Once you hear, “We don’t have the budget” “Call me next month” or “Send me some information.” Are they telling you the truth, or trying to avoid you.
Instead of countering objections, uncover the truth by saying, “That’s not a problem.” Regardless of what they’re “objecting” to, use gentle language, which opens them up to tell you the real reason why they’re objecting.
Avoid Defending Yourself
Once a potential prospect asks, “Why should I consider you over your competition?” your first instinct is to defend your product or service, this because you’re wanting to convince them to buy.
Realize what the prospect is thinking at this point. That you’re wanting to “sell” them on why your product is better, all while they’re not liking the feeling that they’re being sold to.
So instead of defending yourself, suggest that you’re not attempting to convince them of anything, this because all you’re doing is creating sales pressure.
Respond by asking them what their key issues are that they’re attempting to solve, and then explore how your product or service might be able to help solve those problems.
All this without trying to persuade. Allow the potential client to feel that it’s their choice, instead of feeling “sold.”
You can improve your sales effectiveness, this by empathizing with what they’re going through, while being persistent on finding what their buy buttons are. Then close them.