If only he wasn’t so afraid of losing the deal.
He might have made 20% more on that sale.
I just got through buying a beefy new laptop.
I could’ve done it online, but I thought I’d see if I could get better deal, better service, better something by making a phone call and speaking with a human.
Well the sales rep was a nice guy, but that’s best I can say for my experience.
He did have the presence to ask what I was going to use the laptop for.
That was a good start.
But then he never did anything with that information.
He went into "order taker" mode.
He asked the specifics of what I wanted, verified that he got everything correct, and then hustled me off the phone to the finance closer-guy.
Now if he would’ve used his noggin for a minute and thought about what I told him I would be using the laptop for, then that would have noticed the potential to sell me some important addons.
What did I tell him I’d be using the laptop for?
I told him that I planned on doing some video editing among other things. And that was the reason I needed a beefy loaded laptop.
So the obvious thing to sell to someone who will be doing video work is a big wide monitor to look at it on (duh!).
But he didn’t ask about that.
In fact I had to slow him down from shuffling me over to finance closer-guy in order to add a couple of other accessories I wanted.
How Closing Anxiety Costs You
He could have easily super-sized this transaction by another 20% if he had focused on staying in rapport with me and helping me solve my problems.
So does this apply to you if you aren’t a telephone sales person?
Yes it does.
It does because if you are in the business of selling things that solve problems for people and businesses, then you probably have more than one thing you can sell people.
And too many sales people discuss this stuff too soon or not at all.
Bring up all of your products and services too soon, and you risk both boring the prospect with blather and giving him things to ask you to "throw into the deal".
Get nervous and don’t bring up the rest of your products and services that could be *relevant*, and you short-change yourself and your company.
The best advice I have is to stop worrying about the close.
Don’t think about the close until you get there.
Before you are at that point, you should focus on doing the phase of the sale that you are currently in at your best.
Focus from the start on getting into real rapport. Maintain a background focus on staying there throughout each and every sales call.
Find the needs, wants, pains, and desires. Get to know those about your prospect real well. It’s really easy, and the prospect does most of the talking when you ask the right kinds of questions.
Finally show him only what he needs AND everything he needs to meet those particular pains and desires.
When people feel understood, they enjoy buying from you much, much more.
Asking the right kinds of questions is easy when you know how, but it is not natural due to the conditioning you’ve been through all your life as purchaser in a consumer world.
Begin deprogramming yourself now out of the "selling is customer service" mindset by hustling on over and picking up your copy of the Persuasive Selling Skills Audio Program.
Sell with Pride,