Ways you can Improve SalesThe true methodology of the successful

For years, sales people have sold products highlighting the latest innovations, technical aspects and service levels of their products and company…

This is no longer enoughBusiness is more competitive and customers are ever more demanding. Unless sales people change their stripes to adapt, revenue and margins will continue to suffer – and in the current economic state, companies can no longer absorb this.

Adapt and Survive

People buy from People

Companies do not do business with companies; individuals do business with individuals. After all, a company is only a legal entity.

Sales people are often surprised when a “hot prospect” chooses a competitor when it was in the bag. The fact is, sales people need to improve their personal presentation and communication skills, build strong rapport and a real “connection” with the customer.

Customers are not buying your Products“You buy a newspaper but what you want is information. You buy a mortgage but what you want is a home. You buy a computer, but what you want is email access…”

If your customers could achieve what they want without buying your products – they would! And remember, the results people want can be different. One person buying a computer may want email access; someone else may want to play computer games.

Customers do not want to buy your products, they want the outcome of using that product or service.

Sell the Solution, not the Product

A shop owner who has experienced delivery problems is more likely to buy from a sales person who sells his company’s delivery service than one who sells the advantages of his brilliant system.

Likewise, a homeowner wanting cheaper energy bills is more likely to buy from a company promoting the climate benefits of their windows rather than one selling its latest locking system.

“Most sales people still sell on a products features. The professional listens to the customer and presents solutions. “

Create “Even if your proposition is good, sometimes a customer will still not make a decision; or worse, make the wrong decision”

LeverageImagine a pair of scales with the customers’ objections on one side. The professional sales person needs to create leverage on the other side to ensure the customer takes action.

We do this by creating consequences; by painting a picture of what it would mean to the customer if they didn’t make a decision or made the wrong decision.

Action

ConsequencesConsequences are used to overcome “I’m happy with my current supplier” or to convince homeowners not to buy from anyone else.Persuasion

Budgets are designed for weak

sales people!

Next time you hear “it’s outside our budget” or “we don’t have the budget for that” LAUGH!

In companies, budgets are simply a mechanism to establish financial controls, with a homeowner it is simply the value they assign to a particular product or service. There is not a managing director in the world

who would not approve additional expenditure (or take it from somewhere else) if he can clearly see the product or service will genuinely add real value to his business, and doesn’t believe it to be much of a gamble.

Similarly, any homeowner can be convinced to reassess their budget if their desire is strong enough.

Don’t ask for

Yes, you read correctly! For years, sales people have been trained to ask for the order. But this puts pressure on the customer – and immediately kills the relationship.

Instead, ask for an Opinion. “Mr Jones, from what we’ve discussed today, it makes sense to me to do business together. What do you think?”

This powerful mechanism avoids pressure on the customer. If they say “I agree” you can now do the paperwork, if they respond “well, there are a few issues…” you simply discuss those issues, without losing the relationship you’ve worked hard to build up.

the Order!

Don’t sell PriceSell Value

Step one -

So what happens when you’re more expensive? There are three steps to securing the deal at a higher price.

Firstly, find out in comparison to what! Be absolutely clear what your price is being compared to.

Step two - Secondly, break down the price difference. So if your £10,000 product is £1,000 more than a competitor, break it down. Over the lifetime of your ten year warranty this £1,000 is £8.33 per month.

Justify the difference. Is the £10,000 product your customer really wants from your company worth another £8.33? Build value into this price difference and very quickly value becomes more important than price.

Step three -

We’ve created a wide range of content to help your business grow which you can find at: http://www.purplexmarketing.com

If you’ve enjoyed this presentation and others, please feel free to contact us, or tweet us at #purplexuk

By using the tips within this PowerPoint as your mantra, you will succeed in business even with turbulent economic conditions.

Remember, there are thousands of business’s trying to

grow, just like you are – be different.

BE DIFFERENT