The Specific Interest Statement in the Buying Process
To make the right diagnosis, the salesperson must align their sales process to the prospect’s buying process. The salesperson accomplishes this by making interim summaries throughout the process. For example: “Based on what you’re saying, you’re looking to address your number one or number two interest, and that’s going to address your motivation.”
This is where the salesperson makes a Specific Interest Statement. They can apply the product or service to the prospect’s needs and appeal to both the prospect’s logical and emotional reasons for buying. Continue reading
In a previous post, I gave an example where I coached a member of my sales team on how to resolve common sales objections at the start of the sales process before the prospect brought it up.
Here’s a tip. If you review your past sales calls and you find you’ve repeatedly addressed a particular class of sales objections, don’t become a prisoner of hope. Don’t run through your sales process *hoping* your prospect won’t bring up that particular objection.
Instead, create a general response to those objections and offer it as a solution at the start of your sales process. In the past post, time was a big issue when we sold training. I turned it around by transforming the time spent in training into time invested in personal and team improvement, a win for the company as well as the individual.
Sales Training Exercise – Sales Objections Assignment
So, here’s your assignment. Sit down at the end of today and review your calls from the previous week. Identify and write down all of the objections you faced. Keep a tab of your most popular sales objections; i.e. the ones you encounter multiple times throughout the week.
Next, create a solution, or solutions, to address those sales objections, and create a general response based on those solutions.
Then, when you deliver your presentation, lead off with your solution to address the problem before they bring it up. You’ll reduce your sales cycle time and your prospects will perceive you as a forward-thinking business consultant.
Want additional insights on your effectiveness in moving the sale forward? Want to know if your knowledge of the sales process puts you in the field of play? Take our online sales evaluation here and quickly assess how your knowledge and skills stack up in the industry.
In a previous post, I spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them in the situation. Let’s delve a little deeper into that and see how we can use this to influence the sale process. Continue reading
Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update.
When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s your age? When was the last time you went to the doctor? How do you feel right now?”
The questions get more complicated as they proceed. Then he or she weighs your answers to figure out what problem or problems might need fixing. Then, based on their expertise, they can arrive at a proper diagnosis. Continue reading
Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process.
Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down in the club level and I had all these salespeople from our client, the Miami Dolphins, talking to me. That’s when I happened to notice this one guy who works there as the head of Sponsorship. Continue reading
In the last post, we looked at a process using questions to identify and build a sales opportunity, selling to the gap.
In addition to building the opportunity, your questions shape your prospect’s mindset and perceptions to achieve persuasive influence.
The questions you ask are important. But so is how you ask your questions, when you ask them, as well as how you order them. In creating your questions, you need to be cognizant of all of these factors. You want to leverage them to create a favorable environment in your prospect’s mind, conducive to moving the sale forward. Continue reading
In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects.
Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one bank represented the prospect’s current situation. The opposite bank represented the desired situation. And the river represented the gap that the prospect must bridge in moving from the current situation to the desired situation. Continue reading
Guiding the Evaluation Process Using Sales Questions
When was the last time you were on a car lot to shop for a car?
You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out.
However, the first question most salespeople ask is: “Can I help you?”
That question is a brutal sales starter, because the buyer answers the same way each time: “Nope, just looking.” Continue reading
Do You Know What You’re Really Selling?
As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening. Your opening should quickly establish rapport with the prospect by engaging in brief pleasantries. But, you should also gauge how to make the best use of their time. Help them see that you value your time together. You’ll find substantial part of creating that value is understanding what your prospect really wants and why they want it. Continue reading
Use a Sales Starter to Get Your Prospect’s Attention
Opening a sales call to get your prospect’s attention is no different than introducing yourself to someone of interest in your personal life. Both situations require authenticity, interest, and relevance.
Beginning the conversation hinges on a good sales starter – something that captures your prospect’s attention favorably. To make this happen, you can compliment a prospect on an achievement or positive quality. You can highlight a referral. Also, you can leverage statements that educate or even startle your prospect to capture your prospect’s attention. Continue reading