In Business insights, Sales by Olga Kolodynska @ January 7, 2016
Do you remember when you were young and you wanted your mum to let you go on a trip with your friends? I bet she rarely agreed to it right off the bat. You probably needed to give her some time before she said yes. In the meantime you did some nice things, like washing dishes and cleaning your room and afterwards you reminded her about your request.
It’s the same with sales. Only a small percentage of sales happens during the first contact with a customer. They mostly happen after a few contacts when you and the customer know each other a little bit better and after you talked about an offer.
This means two things for you:
1. You need to be aware that if you close the sale after just one contact, it’s rarely because of your great offer or the sales skills you mastered (I’m not saying you didn’t). Probably the customer was already determined to buy before you reached out. He just needed one last push. Just like your mum who already decided that you’re grown up enough for the trip.
2. You don’t need to be discouraged by the denials. Most customers need more time and more contact with you to feel confident in making a buying decision. Your job is to give this kind of confidence to them. Just like you gave it to your mum.
Here are a few quotes that will help you keep the positive attitude during a sales process and make a sale in a creative way.Confidence and enthusiasm are the greatest sales producers in any kind of economy.
In sales, most people don’t succeed because they give up too quick.
There are many reasons for that. Some people get discouraged by denials. Others lack the discipline to make follow–up calls. Whatever the excuse is, it’s worth to be overcome.
According to studies, 80 percent of sales are made after the fifth sales call, which means that the competition is lower after a few calls. This shows that confidence, enthusiasm and persistence pay off.Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.
The attitude is related to the sales skills a salesperson has. It can be seen in characteristics like an innate desire to sell or patience.
The bottom line is, it’s mostly your attitude that influences the result of a transaction. The positive attitude can change reluctant prospect into an avid customer.Too often, sales reps simply regurgitate their presentations and expect to land the sale. It doesn’t work.
Who doesn’t remember a boring sales presentation, read without any enthusiasm? It might work for a very small group of people but let’s agree: mostly, it won’t work.
You need a speech, you need some magic, you need something that is more than just some slogans without emotions. I think the key is to have a story. Here’s the next quote about it.In the South, we tell stories. We tell stories if you’re in a sales position, if you’re in a retail position, you lure your customer by telling a story. You just do.
Most customers don’t understand half of your features. What’s the better way to do it if not through the compelling story? You can tell a prospect how your customer uses your product, how was his business before and how your product helped him. You can put into words how some features apply to well known situations.
I like comparing LiveChat’s chat rating feature to the X factor. Customers are the X factor judges. They can give thumbs up or thumbs down to rate the service. It’s like judging a performance. If you explain it to customers like that, they will understand and remember this feature.
It also might be a quick story. If you’re in retail and try to sell a house, don’t hesitate to quote an anecdote from this house. For example how previous owners threw a family party for 30 people and how stunning it was.
You can tell about the tent in the garden, lanterns in the front, live music, delicious food and that everyone had a delightful time. People buy emotions. This time they would buy happy family time in a nice house.Most people think selling is the same as talking. But the most effective salespeople know that listening is the most important part of their job.
If you read my articles regularly, you will notice it’s another time I write about listening. It’s because I think we still can learn how to do it better. In sales, in support, in life.
Talking is a big part of selling obviously. Without speaking skills you probably couldn’t make a living out of selling. But besides talking, listening is your second asset. By listening carefully, you’ll find out what your customer needs. Without it, you are probably just preparing a counter argument in your head and not helping at all.