Wednesday, December 3, 2014

Make Your Client Sell Themselves

The sales that last, the sales that earn the most referrals, and the sales that earn the most repeat business, are the sales when the client sells himself.  So we sales pros get the day off, right?  Sadly, it's never that easy!

Sales professionals who can persuade the client to sell themselves are, in fact, the most valuable pros out there.  How do they do it?  It seems counter-intuitive, but those sales pros ask the most questions, listen better, and talk very little.  What are those questions?  These questions!

What issue or need with this purchase fill?  When the client discusses the problem, it increases their sense of urgency.

How does this need affect your business?  The more you know about the need, the more likely you will present the best product to fit the need.  The client is also describing their work process, which makes you better able to address them as an "insider."

How often does this need arise?  When the client mentions the interval of need, they are primed for you to set up your follow-up call.

How does it effect your business when this need in unmet?  You are asking the customer to establish the value of the product on their own terms.  There is no better sales pitch.

What are your business goals?  How does this product help you meet them?  The customer begins describing the use of the product in terms of success in meeting their own goals.

When do you want this solution in place? The client returns themselves to urgency, and the sale is made.

You can do this.  Answer each of their questions succinctly, and then follow up with a question of your own.  Present your solutions in the order of the questions they ask you, don't give them a canned pitch.  If you know your product thoroughly, the client will sell themselves, with only a little prompting from you!

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