How to grade your prospects for maximum projected return on sales effort, looking at Situational, Emotional, Financial and Conditional indicators, and covering how to extract this information during the qualification process
How to make yourself the obvious choice of vendor in a competitive marketplace. We’ll look at increasing likeability, manufacturing charisma and magnetism and reinforcing the rules of reciprocity.
How to lay the right foundation for the relationship with your prospect, so that you are in the driving seat of the sales relationship, always know what and when the next step is and how to have your prospect willingly let you lead the way.
To be seen not only as likeable, but serious, you need credibility. You’ll discover the whats and hows of Expert Endorsement, Authority Signposts and your Circle of Influence to position you as an A-player in the market.
Your prospect is going to buy from you based on a need they have: the need will be based on a problem. It might be a big one (imminent loss of funds/shelter) or a small one (need a great engagement party gift). How you address it and get your first buy-in from the prospect is critical.
Presenting what you’ve got: there’s a right way and there’s a dozen wrong ways. When you position your solution as being the best choice using the right language (based on the discovery and qualification process we’ve been through earlier), it doesn’t matter if you’re not the only choice or not the cheapest choice.
Prospects buy for a number of reasons … and a lot of those reasons are subconscious. In this module we dive deep into the specifics of YOUR product and delineate the various financial, psychological and physiological advantages of being a customer of 1. Your product or service and 2. Your firm.
The best way to do testimonials — even if you haven’t got any testimonials yet — drawing on social data and existing customer case studies.
Poor persuaders and amateur salespeople run from objections: they see them as big bad red flags to be avoided at all costs. Professional Persuaders pro-actively sniff out reasons that their prospects won’t buy, based on research and the particular prospect’s situation. Then they pre-empt them with the right questions, stories and case-studies.
Eliminating the awkward moment of switching to the offer. How to present your offer with strength and conviction. How much to charge. How and when to give the prospect a choice between options and how and when to prescribe a single course of action.
LOAD THE OFFER
The “sugar on the top” that nudges the buyer to choose you is used heavily in some industries and largely ignored in others. You’ll learn how to “sweeten the deal” ethically and in a way that doesn’t affect your bottom line … and only makes your customer more committed to doing long-term business.
Guarantees, warranties and cooling-off periods. Using them for commercial gain and buyer trust.
Scarcity works. When the salesperson has the strength to NOT leave the offer on the table until it goes bad, the product or service becomes more compelling. There’s manufactured scarcity and there’s fake scarcity and then there’s the Professional Persuasion option: sincere scarcity.
The “be back bus” never comes. You have a choice as the driver of the sales process about whether you’re going to leave the deal dangling or whether you’re going to enforce some strict deadlines. Urgency is scarcity’s twin, and used together, properly and with sincerity, they’re a powerful tool in your sales shed.
Buttoning up the deal to mutual satisfaction … and the next steps to increase your customer’s lifetime value.