Although Arthur Miller was referring to a particular salesman, we
believe we are seeing the “death” of professional salesmanship as
we’ve known it. People have grown tired of the door-knocking and the
telemarketing. With the advent of computers, a whole new world of
technology blossomed and people were enthralled by media –
presentations and faxes became webinars and email. People could take
in a world of information almost simultaneously, and as a result, the
buyer became incredibly sophisticated very quickly.
The era of “hard sales” has died. Salesmen are trusted only slightly
more than politicians. No one wants to be “sold”. But that doesn’t
mean people are not eager to buy.
Times are changing. With a thousand friends on Facebook, people are
more desperate than ever for human interaction. They are drowning in a
sea of white papers and e-books, webinars and newsletters. A single
phone call from a live human being who knows their name can make all
the difference in the world. Most importantly, that person cannot SELL
Here are 3 Tips for Selling More Effectively in Today’s Market:
1. LISTEN more than you speak.
If you sell face-to-face, be cognizant of your body language. Relax
your arms. Lean forward. Maintain comfortable eye contact. Mirror that
person’s facial expressions and speech patterns.
If you sell on the phone, as we do, you need to do all of that
(because it will come through in your voice), paying even greater
attention to vocal intonations; mirroring speed and volume; and
managing silence appropriately.
Always, always, ALWAYS SMILE. In fact, if you want to take it one step
further, do what we instruct our callers to do: Spend a few seconds
before each call to visualize the person you’re about to call and
build up a spirit of love for whomever may answer the phone. You might
be the best part of their day!
2. ASK the right questions.
Really, it comes down to discovering the person’s (1) GOALS, (2)
MOTIVATIONS, (3) CHALLENGES, and (4) DESIRED SOLUTION.
Feel free to use our questions:
What attracted you to [OUR PROGRAM]? What were you looking to achieve
in your ___________?
(Follow Up: “Do you have some specific financial goals that you’d like
[WRITE DOWN THEIR ANSWER TO THIS QUESTION = “GOALS”]
Tell me: What would that do for you, if you were able to start doing
[WRITE DOWN THEIR ANSWER TO THIS QUESTION = “WHY”]
(“I usually like to ask…”) Are you progressing towards that goal as
quickly as you’d like to be? …What obstacles are you facing as
you’re looking to [GOALS]?
[WRITE DOWN THEIR ANSWER TO THIS QUESTION = “CHALLENGES”]
How could we support you? What do you think you need in order to [GOALS]?
[WRITE DOWN THEIR ANSWER TO THIS QUESTION = “DESIRED SOLUTION”]
3. OFFER value that meets a real need.
Once you have real answers to the questions above, you’ll have a
pretty good idea of whether or not your offering will be a good fit
for them. If it is, you can either proceed into your offer — OR
schedule a follow up call when all decision-makers can be on the phone
with you, and send them some homework to complete before the next
conversation. Schedule two hours.
- Posted by Virtual Coaching Sales Team