It’s all about the sale. It’s all about the conversion. Without them, you have no business. Seems simple but too many business owners just aren’t doing the right things to generate more sales. You can have all of the leads and prospects in the world, but if you don’t know what to do next, you might as well fold up the tent and go and do something else with your life.
So, why aren’t those sales rolling in?
- The major problem is that most small business owners really don’t have any understanding or training in sales and negotiation methods. Once you understand the basics, you can then proceed to go out and close those sales. It’s not really about you so stop talking about how great you and your business are. Stop telling the prospect how wonderful your service is and stop going on and on about how your particular service or product works. Your prospect is in pain and you need to know what that pain is and show them how your product or service is going to make their lives better and less painful. You can’t lump all of your prospects together and assume they all need the same thing from you.
- Another reason you aren’t making the sale is that you are talking way too much. Too many business owners and sales people are failing to listen to the prospects needs and wants. They go on and on about how great they are without ever uncovering the prospects pain or the problem the prospect is hoping to solve. Two ears, one mouth. Listen twice as much as you talk and your conversions will soar.
- Also, never ask a “yes” or “no” question. For example, if a prospect asks if the item comes in blue, you don’t respond with a yes or a no. You respond with, “if it came in blue, would you buy it today?” In addition, if you can’t handle objections and discuss money, you need to get out of the sales end and find some true sales people. In that same vein, many can’t seem to bring themselves to actually ask for the sale. Sales in no arena for the faint of heart. You mention your asking price and then you stay quiet. It gives the prospect an opportunity to think about your offer with regard to acceptance or with regard to making a counter offer. Whatever objection they may have, especially if it is the price, dig deeper with them and find out why. You may uncover what their real problem is. Make the customer feel that you care about them and that you understand them, and there is no deal you won’t be able to work out.
-Written by Kevin Sawyer