So you aspire to close more deals – make more sales.
Am I right?
OK then, let’s make this raw and real, short and sweet, and to the point.
Here now are four cornerstone strategies for selling anything:
- Listen – Pipe down, maintain your composure, and listen intently to what your prospect/customer/client wants, needs, and is most interested in.
- Ask Questions – Find out specifically what the buyer is looking for. What needs do they wish to fulfill? What do they need relative to the framework a given product? Be sure to ask open-ended questions (who, what, why, where, when, and how). Be sure to carefully clarify what you hear and then summarize their three “must-have” ingredients.
- Research – You want to do as much background research as possible in order to more accurately understand the buyer. By conducting thorough research, you will become better equipped to anticipate and appropriately answer the buyer’s questions.
- Be the Consultant – Come across as a consultant rather than a just another sale’s slug. As a consultant, you have re-invented yourself as someone who is on scene to help customers achieve their goals, solve their problems, and/or satisfy their needs. Initially, you are on a fact-finding mission of personal and professional service rather than scoping out their wallet or lunging for their handbag at your first handshake or “hello.”
Certainly, these precepts and practices are not at all revolutionary and any type of secret insider advice, but rather I share these four “you can do these” sales strategies with the sincere hope to either remind you of practices long-forgotten, or simply, as another practical arrow to be purposefully inserted into your business/marketing quiver.
Be smart and be encouraged,