Attract the Right Job or Clientele:
Those going into the sales profession hear they need to receive 3-5 buy-ins or agreements from prospective clients before a sale occurs. For example, you may ask “Would you agree that…?” and upon hearing ‘Yes,’ you have your first buy-in.
As the conversation develops, the facts need to arrive in an orderly process to make sense. Any concern or misconception is to be acknowledged immediately otherwise, the objections mount. It is our job to be certain everyone is on the same page.
My Story
I was recently asked to build out a service to be represented and sold to a client. The request was straightforward and easy to put into place. Even better, the person asking is a long-time peer, and I consider Mary, a good friend.
Objection
To my surprise, Mary suggested my package is too comprehensive. Everyone else provides one strategy whereas I combine many. The term ‘everyone else’ brought a smile to my face. Once again, my unique brand stood out as being different.
Facts in a Story
Explanations are to come swiftly. The excellent results seen due to the comprehensive approach provide the needed justification.
Making a sale is not about the extensive knowledge one has or the incessant talking, but it is about relaying the results others have seen to the outcome the current client desires. Giving the details in story-form as to how others saw benefit from working with you are what usually seals the deal.
Your Story
Should you have difficulty convincing others to purchase from you, take the time to consider if you would buy from you. The biggest determining factors are to speak to the client-to-be’ interests, desired outcome, and how your service will benefit their company. The same applies to selling yourself on interviews to hiring managers.
Include short story-telling of how you helped other clients move from a similar current situation to achieve shared desired results. Another buy-in question at this point in the conversation is, “Does this sound like something you wish to pursue?” The answer should be an obvious ‘Yes.’
Consider if:
- Your conversation follows a logical sequence
- Facts and stories relate to what the prospect is telling you
- You check whether your intended client is following, has questions, or agrees yours is the right path to take.
Practice
Most people don’t like to admit this, but every time we make a request, we are in need of selling our idea. The act of asking someone to join you for dinner or a movie is far more likely to get a ‘Yes’ answer when you mention the benefit of doing so. You may include, ‘the head chef brings his best recipes from France’ or, ‘your favorite actor has the starring role.’ Knowing the other person’s interests and hot buttons help to sell your idea.
Sales Tips
- View all objections as direction for talking points.
- Ask if the answer to the question is understood.
- Before active selling, understand the client interests and needs.
- Provide your reasons for working the way you do.
- Inquire if the way you work sounds reasonable.
- In conversation obtain 3-5 mini buy-ins.
- With agreements in place, ask for further questions.
- Work within the client’s budget.
- When everything appears in order, ask for a start date.
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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