November 17, 2014
One of the biggest mistakes made in sales meetings is rushing into the pitch. With no regard to the client, the salesman starts spewing off about their company and product. They then ask the customer for their business and hope they did a good job. This is a Russian roulette strategy when it comes to sales. By not listening to the client first, you have to hope that the prospect has a problem and that your solution is what they need. To actually close on the sale, you’d have to prove your product and create a connection with your buyer in the process. This is hard to do when you know nothing about your purchaser.
Instead, the smart way to make the sale is to first create a connection with your customer. Find out what are their trigger points, and find a mutual agreement on something. Before you even begin talking about your solution, see if you can create some sort of synergy with the client. This will up your odds of closing the deal and help you build better relationships with your prospects. Here’s how to start:
1) Find Out The Pain Point Before Your Pitch
Whenever I walk into a sales meeting, I always start by asking the buyer what problems he’s facing. I then take notes, and pay special attention to the pain points I hear over and over again. This helps get on your client’s side because you now know what makes them tick.
Your sales pitch should be flexible enough so you can adjust it for each individual client. While each purchaser’s problem may be different, that doesn’t mean your product can’t be a solution for them all. What it does mean is you need to first understand the customer’s need before going any further. Once you know what they need solved, you have a blueprint for how to get on their side.
2. Use Their Words To Highlight Your Solution
Now when you go into your sales pitch, talk about the problem, through the notes that you took down, about what the customer said. For instance you could say, “I 100% agree with what you said about pollution being a problem, and that’s why we made this solution.” When the customer hears you agreeing with them about a statement they said, they are more likely to believe in your product. This is because you’re no longer selling them on the problem; you’re just repeating what as already been stated. Also, by agreeing with their beliefs, you now have started working on the same team. You both want to solve this problem, and you’re working together on how to do it. This is much better than just a strict client-seller relationship.
3. Find and Focus on Similar Interests
Being great at sales is all about your ability to generate relationships. One of the ways that makes creating relationships easier is finding similarities between you and the buyer. Sports can be a popular choice, but it can be any interest that you both have. Once you find a few similarities, make sure you keep relating to the client on the commonalities you have. Being too focused on landing the sale will hurt you because there will be friction between you and the purchaser. The smoothest deals are done when the client likes you, agrees with you, and believes in your product. To do this, you should try to relate outside of the business talk. A great pitch will get you interest, but getting on your client’s side will get you a lifelong customer.
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