Approaching your sales process without any techniques can be challenging, especially when it comes to generating consistent results. Good sales techniques can really make the difference when it comes to your sales process. Knowing when to implement your sales techniques is essential as there’s different levels and angles to your sales conversations. We suggest you approach your sales process by splitting up each of your sales conversations into 3 levels:
1. Opening: This first level of a sales conversation is all about Opening Questions. Don’t try to use the same set of question with everyone, but rather listen to what they say and then derive questions from their answers trying to peel back layer by layer until you find out the root cause or motive of why they are having a conversation with you today. A useful method that can accelerate the process of finding out the WHY factor of their phone call, is asking WHY 3 times. So basically ask them a simple question like Why do you want to make more money? Now whatever their answer is, ask WHY again. Now do this one more time and you should definitely be able to identify what’s important for them (free leverage 😉 ) . In this level your customer should also understand how you can help them. Your other areas of focus during this level should be rapport building and building a relationship. You also need to find out what is their current business situation and you have to make sure they don’t sugar-coat it. Make it clear to your client/customer that the only way you can identify what is required to improve their business, is if they are honest about their current situation. Lastly, make sure they clearly tell you their goals for the future.
2. Central: Now that you have identified their business’ current situation as well as their aspirations and goals, your focus is going to be in coming up with different ways to build the bridge that will fulfil the gap between their current situation and their goals. Reiterate and identify their goals during this level. Make sure you show them what’s possible. You should evaluate their niche and offer in this part of the conversation. Upon evaluation, you should offer suggestions about who they could target and how. Evaluating their current niche and copy will also help you identify what’s truly the area they need help in. In this level you can also drop the Golden Question. What is the Golden Question? It’s simply asking the other person, “In a year’s time, what would’ve had to happen for you to be proud and satisfied about the last 12 months?”. Whatever the answer to this question is, it will clearly outline what needs to be done to achieve your client’s goals.
3. Closing: You may be thinking that this step is all about closing the deal, but don’t make the mistake of just going straight to asking, “Would you like to pay with Visa or MasterCard?”. Identify what it is exactly they want to do and make sure you give them options. Explain to them what they could implement now and what they could implement next. Here is where you have to paint a word picture for them and truly make them see the different outcomes they can achieve depending on the path they chose. Present them with Path A, which would lead to their ideal situation, and Path B, which would be a reality in which they don’t achieve any of their goals. Ask them which path they are going to choose and then sit in silence, it’s that simple. Incite them into making a decision.
Remember to not answer the questions for people, let them do the maths so they realise how much help they actually need to reach their goals. It’s all about asking the right questions at the end of the day. If you are interested in learning more about Sales Techniques or you are not sure about how to implement them then just give us a call or slide into our DMs on our Instagram or Facebook page. The team here at Your Social Voice will be happy to help you.