5 Checks to Increase Your Sales Success
No matter how ready you are to sell something you canít sell anyone anything they donít want. You can say all the right things yet walk away without a sale and not know why. However, if youíll add these 5 checks to your sales conversation list youíll sell more.
While you can control what you say and do, your actions and your words are far less important than the potential client youíre talking to. Some potential clients donít readily give out more information than you ask for making it difficult to know exactly what theyíre thinking. Yet, what theyíre thinking is exactly what you need to know.
A buyer will not buy unless they hold these 5 beliefs:
- They must believe they have a challenge they want to do something about.
- They must believe this challenge is emotionally important to them.
- They must believe there is a solution to their challenge.
- They must believe your solution is the best solution.
- They must believe they need to act now.
You see the signs of disbelief all the time. When a potential client doesnít believe they have a challenge or they donít want to do anything about it they resist talking to you. They donít want to have an appointment with you and ditch you even if they agree to an appointment.
If their challenge isnít emotionally important the potential client is indifferent about your solution. They wonít commit to hearing about it and they certainly wonít commit to doing anything about it. Theyíll politely put you off.
Sometimes prospects have a challenge they want to do something about. Itís emotionally important to them yet they donít believe a solution exists. For example, a man may have tried shampoos and other treatments to stop balding. The solutions he tried didnít work. Now he doesnít think any solution works and is annoyed when presented with yet another supposed solution.
The key is to weave questions, stories, and case studies into your sales conversation to bring these 5 checks out. Each belief moves your potential client one step closer to a sale. When you discover the potential client doesnít believe they have a challenge then you can thank them for their time and quickly move on.