Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.
Category: Connecting with the Heart
Successful selling involves more than just pitching a couple of benefits and throwing out a price. There are so many factors that influence buyers, and some things they consider to be benefits may not even be tangible.
Today’s salespeople have a powerful tool at their disposal that many of their predecessors didn’t have: Video.
It can be tricky to sell certain services without feeling like you’re selling out. This is especially true for those selling wellness services, including personal coaching.
For one sales professional, there’s one key ingredient to a successful sales demonstration: Storytelling. And, while many salespeople have been taught to sell benefits rather than features, they haven’t been taught how to do this in the form of a story.
Looking to improve your sales pitches? Considering the pitch is a vital part of the process, you will likely benefit from giving your strategy a refresher.
Biases exist, whether we like it or not. It’s up to salespeople to overcome buyers’ internal biases to make the sale.
Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.
As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
Most sales reps know the importance of building rapport. But many make minimal effort beyond common pleasantries, hoping the value of what they’re selling will carry them on to a sale. This is a big mistake because when it comes down to it, how much the buyer does (or doesn’t) like you will affect the sale.
Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.