The Successful Sales Strategy (SSS)
The successful sales strategy was created to show the importance of following a system to enhance the productivity and success rate within sales. With this strategy you do certain things at certain times to get to the desire outcome or goal. A lot of sales people place the following system in an incorrect format and thus receive an unwanted goal. By following a system the sales process can follow a forward moving and emotion building strategy which will make your sales more successful.
The following is that strategy.
Rapport- Is about relationships and also similarities. To build rapport with people you must show a resemblance or similarity to the individual’s needs or behaviour. We subconsciously mirror without even knowing it (yawn illustration) by mirroring the clients behaviour, words, tonality, and body language we can help the client feel comfortable and a strong bond. The secret to this is bringing in as much VERBAL, VOCAL, VISUAL similarities as possible without the client picking up. (Abilities like accent, stutters, and slow speech speed should not be mirrored)
Open Questions- This is an important part of the strategy as this will help the client feel like you are interested and also it will provide you more information to help with the next main part of the strategy. Open questions are Who, Where, What, When, How and Why? My favourite question is the WHY question and I will highlight Why this is a good question to using within sales later in this presentation. Using closed questions here may make the client think you are being arrogant, apathetic or too pointed.
Presentation- The next part is the presentation. This is where you would discuss all the information that pertains to the answers provided in the part before. By using the information the client has given you to present you are not only showing that you understand what the client has asked for but you are also using keywords that the client is looking for.
Negotiation/ Objections- This part is the part most sales people find difficult. To be honest it’s a great way to further sell your services and products and we will get to some examples in a bit. Before we do I want to show you something. Most people get to this part and start panicking or finding it hard to negotiate. My secret to this is the more time you spend on the Rapport building section the less time you spend here. In Sales the rapport is the most important part of this process. If the client doesn’t like you they won’t buy. So ultimately if you build rapport with the client and you do this well, when you get to the negotiation part or the objections , you should have less or even have the client telling you what you need to do to win their business. If you still find you have negotiations then use their points to strengthen your argument. For example: “I really don’t see value in your service?” (well let me show you why our services are valuable and why many have chosen to use us.)Do not proceed unless all objections have been discovered and rectified.
Closed Questions- Now is the time to bring in your closed questions. There are two main reasons for doing this. The First is that you are confirming all the information that you have discovered and presented. The second is the main reason I use closed questions. Basically what I am after is a positive attitude to my products or services. So what I do is ask closed questions that I already know are going to give me a YES answer. For example: “so you mentioned before you liked this venue is this correct?’ YES” “and you also said your happy with us to provide these added services to you? “YES” IS this service ok to you? YES. Ok well why do we see what we can do? “SURE!”. Even though the last one was not a closed question it is a motivating one and that is something we will talk about soon.
The Last part of the strategy is YES. If you have done everything in order, and have created the right feeling at the different points of the strategy you then should have a yes. If they say no. Then clarify why and then reclose. If people have to think about it there is something on their mind. Further probing questions will help you find out what it is then resell.
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