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Focus on the one thing that is likely to catch attention followed by:
This simple conversation will often produce a “YES!”, as well as excellent potential for gaining an appointment if that is what you are after.
When you reach the appointment stage, get to know your prospect on a personal level, but first get their viewpoint as to why they agreed to meet. This is a great starting point for a serious sales conversation:
On important matters, be certain to capture their words. This is a critical sales technique that will save the sale should any conflict arise. They will appreciate your careful attention to details.
One of the biggest errors people make is to jump on the one item or service in which the prospect expressed interest. Don’t be too anxious to make the sale and miss out on the potential of selling additional offerings or quantity. Additional offerings or even locations may be in need too, but the anxious salesperson will never know.It never hurts to ask, “How many?”!
Finally, when it is your turn to speak, acknowledge what was shared with you. Ask permission before you begin zeroing in on an explanation of your offerings. Give a2-minute overview of everything you have to offer. You will be amazed by how sometimes budget begins to grow. This is how you build sales and sell far more successfully than most.
Providing value and working from a place of helping others will help you win business far more frequently. These strategies are proven to work best for putting you on the wave of the Smooth Sale!
