By: Trina Johnson
So many of my clients claim to have problems with sales. And when I coach them, I discover that they are usually not asking the right questions. When you are on a sales call with a potential client or customer, there’s really only three things you need to know:
- 1) What is their problem?
- 2) What would their life look like if you could overcome that problem with your product or service?
- 3) What is stopping them from fixing the problem themselves? Find the answers to those three questions and you can determine if your product or service is a good fit. And let’s face it, you do NOT want to pursue clients who are not a good fit. It never turns out well, for either of you.
But knowing the answers to those questions is just the first step. Once you know that your solution is a great fix for their problem you have to close the deal. How do you get them to say Yes? If you know your solution is a great fit, you need to make sure your prospect knows what features are most beneficial to their situation. You never want to overwhelm your prospect with information.
Only give them enough information to make an informed decision. If they need a website created for their interior design business, the fact that you also provide social media management services will not get you the initial sale. You can explain your expanded services later in the process after you’ve closed the deal on website design. Once your prospect is leaning toward hiring you, you have to actually be brave enough to ask! Do you know how many sales are lost every single day because the business owner or sales person was just too afraid or too distracted to say that simple six-word phrase: “Are you ready to get started?” Don’t let that be you. Always ask for the sale.
If she responds with a “yes, but …” have your responses to overcome common objections ready to go. She doesn’t have the money? Offer an installment plan, or ask “So when will you have the money?” She needs to ask her husband. “Great, let’s get him on the phone now while we’re together and I can answer any of his questions.” Prospects will talk themselves out of getting help if you let them.
Like all skills, making sales takes practice. You will hear a lot of No’s. That’s just part of the process. Learn what to say or what not to say with every interaction and you’ll get better and better.