Selling is often anxiety-producing for both buyers and sellers. To get over the hump, focus on establishing trust and building relationships. In the end you’ll convert more prospects into loyal customers. A few tips:
1. Listen first, sell second
Let your prospect do most of the talking. In the process they’ll explain their greatest needs. Listening sends a clear message that you’re interested in the prospect’s needs, not your own, and the probing ensures you don’t focus on selling points that have no bearing on the prospect’s situation.
2. Make it specific
Focus on prospects’ priorities and create a partnership that provides solutions. You’ll build trust and close more sales.
3. Gain commitments along the way
Closing is not a one-time deal. One conversation may focus on products or services that might work for them. The next conversation might re-iterate benefits. The third conversation may seal the deal. Each step moves the prospect closer to a final “Yes, I want your product or service.”
4. Establish credibility
Share testimonials so your prospects rest assured they are in good hands. Some business owners even take it a step further by asking existing buyers if it would be OK to have prospects contact them to ask questions about your company’s track record. When prospects hear others sing your praises, it goes a long way toward having them put their faith in you.
5. Provide exact details
Spell everything out. Outline your product/service costs, benefits, support, warranties, etc. Let prospects know what happens after their purchase.
And once you close the sale, maintain a solid relationship. It costs seven times more to market to new prospects than to existing customers. Keep them as loyal customers who buy from you again and again and sing your praises.
Need help sealing the deal? Sign up for your FREE Marketing Mastery Success Kit that puts you on the Fast Track to business success at: http://www.boostyourbottomline.com.
© 2008 BoostYourBottomLine.com
WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Certified Marketing Spitfires Holly George and Leslie Hamp are creators of the Fast Track to Marketing Mastery program. To learn more about the step-by-step program, and to sign up for their *FREE* Marketing Mastery Success Kit, visit www.boostyourbottomline.com
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1 comment:
I agree with all your points, particularly with regard to listen first and sell second. I have known quite a few sales people who make the mistake of just trying to make the sale without really listening to what the customer wanted. As a result, they obviously did not last as a sales person for very long.
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