Let’s take a closer look at these concepts so you can begin to open up your current sales thinking and become more effective in your selling efforts.
- Stop the sales pitch. Start a conversation.
When you begin talking with your prospect, never start out with a mini presentation about yourself, your company, and what you have to offer.
Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just calling to see if you are open to some different ideas related to preventing downtime across your computer network?”
Notice that you’re not pitching your solution with this opening phrase. Instead, you’re addressing a problem that, based on your experience in your field, you believe they might be having. (If you don’t know what problems your product or service solves, do a little research by asking your current customers why they purchased your solution.)
- Your goal is always to discover whether you and your prospect are a good fit.
If you let go of trying to close the sale or get the appointment, you’ll discover that you don’t have to take responsibility for moving the sales process forward.
By simply focusing your conversation on problems that you can help prospects solve, and by not jumping the gun by trying to move the sales process forward, you’ll discover that prospects will give you the direction you need.
- When you lose a sale, it’s usually at the beginning of the sales process.
If you think you’re losing sales due to mistakes you make at the end of the process, review how you began the relationship. Did you start with a pitch?
Did you use traditional sales language (“We have a solution that you really need” or “Others in your industry have bought our solution, you should consider it as well”)?
Traditional sales language leads prospects to label you with the negative stereotype of”salesperson.”This makes it almost impossible for them to relate to you with trust or to have an honest, open conversation about problems they’re trying to solve and how you might be able to help them.
- Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.
Prospects don’t trigger rejection. You do — when something you say, and it could be very subtle, triggers a defensive reaction from your prospect.
Yes, something you say.
You can eliminate rejection forever simply by giving up the hidden agenda of trying to “close the sale.” Instead, be sure that everything you say and do stems from the basic mindset that you’re there to help prospects identify and solve their issues.