Ignite Your Sales Potential Drive Success with a Focus on Helping Your Customers BUY
Traditional selling methods focus on convincing and persuading customers to buy. Today’s buyers no longer want to be sold to in these traditional ways. The selling process has clearly changed and it’s time for organizations to adapt their methods to fit with the customers’ needs. Igniting your sales potential requires you to master the following aspects of communication in order to achieve the required results:
Have conversations with your customers.
It is critical when building rapport and making connections with your prospects and clients that you have two-way dialogue. You want to ensure that both parties are actively participating and exchanging ideas. The traditional sales person focused so much on persuading that it can be perceived as being manipulative. No more CANNED PITCHES!
Ask relevant questions instead of telling your opinions and options.
Top performing sales people understand that telling is not selling. When you focus on telling, you lose the interest of your potential buyer and you may be way off track as to their specific needs. Engage them in the dialogue and connect with their needs. People do not want to know your opinions – they want you to hear their needs!
Focus beyond the relationship to the solution.
Traditional sales focused on building the strongest relationship and although relationship is still important, customers make their decisions based upon the new ideas, insights and innovations you can bring to them first. People are overwhelmed with information and therefore value the person that can create a “wow, I hadn’t thought of that before”!
Target decision makers and focus on results.
You want to target your conversations on the outcomes and results an organization will experience by leveraging your solution. It is critical to get to the decision maker that can identify the goals they are working to achieve and problems they desire to solve. Only by bridging these gaps will you be able to move forward to earn a new partnership.
Focus your efforts business…not just on busyness.
It is so easy to get caught in the trap of “busyness” instead of business. Many salespeople focus heavily on quantity rather than quality. Getting caught in this trap keeps you from achieving the results that will drive your business. Be clear on the specific market and ideal client that YOUR offering can bring BENEFIT to… FOCUS your efforts and energy in this direction.
Align with the buyers’ cycle instead of the sales cycle.
You need to close business on the buyers’ cycle not your sales cycle. Your true goal is to understand how to sell to THEM (your buyer) and help THEM buy! Always look at the buy cycle first to drive your business. This is the power of THEM in your thinking – not on YOU. When you decide to make a difference for others and address their needs, your business will soar.
Empower buyers instead of selling them.
It’s no wonder based upon the traditional selling model that people don’t want to be approached by sales people today! If you are going to avoid the preconceptions that buyers have towards salespeople, then you are going to have to sell differently. Do you like to be sold? Empower people with wisdom, benefits and results.
Your objective as a sales person should be to help the buyer achieve a goal, solve a problem or satisfy a need. It’s time to shift your approach and Ignite your Sales Potential by leveraging the ideas outlined above.