Convince, in the selling process is in need of. What are your Persuasive selling skills? What matters most to prospects is that you make their PAIN go away – all while doing so quickly, and at the right price.
Think about the last time you needed a doctor for a medical problem. You find that it takes several visits to several doctors to finally get a diagnosis that will alleviate your problem. Every doctor that you have been to was qualified, however, the last one gave a little more time and energy into asking the right questions in order to fully understand your “pain” and your problem. and then…
Your Salesperson should be discussing what if you don’t choose us? then Convince them?
NEVER TALK PRICE DURING THE FIRST MEETING WITH A NEW CLIENT. I REPEAT, NEVER MENTION PRICE DURING THE FIRST MEETING WITH A CLIENT. You do not want to mention the price at all. Your pricing should be directly related to the scope of your requirements. YOU SHOULD NEVER CHANGE YOUR PRICE WITHOUT CHANGING THE SCOPE. And ..
Convince Yourself and Your Salespeople as People Who are Valued by the Experts
Today it seems that no matter what industry you’re in, your competition is stronger than ever. How do you stand out and get that sale when people aren’t as loyal to brands as they used to be? How do you get their attention in an ever growing sea of noise when they’re so often swayed by price rather than quality? One answer is to become recognized as an expert in your industry, someone other people seek out for information. and then become the expert in how to Convince your buyer
But how DO you convince people to buy what you are selling?
Let’s take a look at this from your prospect’s/client’s point of view for a minute. Your clients make many decisions every day. In order to maintain business excellence,it’s important to understand how your clients make decisions. The best way to do this is to explore how decisions to buy were made in the past. You can uncover a great deal of information by looking at the patterns in your client’s decision-making behavior, as well as what part emotion plays in their decision making.
Dig deep to attempt to figure out what is truly causing their resistance to buy what your selling .
It is important to identify the “why” behind the behavior. Resistance is typically the symptom – a mask for something else. You will have to analyze the history of decisions and draw stories out of your client to discover the underlying cause of the resistance. You convince people to buy what you are selling, no matter what it is, by:
- Knowing the market and the people you are selling to.
- Knowing the product that you are selling as if you gave birth to it yourself.
- Knowing how to read people.
- Knowing how to talk the language of different people.
- Knowing when to back offand when to push just a little bit.
THE KEY CONCEPT OF convince PEOPLE TO BUY WHAT YOU ARE SELLING, SIMPLY STATED, IS KNOWLEDGE.
Knowledge is the key that will get your foot in the door, will get your point across, and most importantly, will get that sale made and convince them.
- Know the Market and the People That You Are Selling To. A good salesperson knows the crowd he is selling to and knows how to talk to them. You simply need to know how to hit their buttons and how to do so while still using your own style and your own voice. ENGAGE EVERY POTENTIAL CUSTOMER AS “THE” CUSTOMER. Make them feel as if they really matter.
- Know the Product as if You Gave Birth To It yourself. Your products and services are like your children, and you should be able to rattle off information about them as easily as the names of your kids. There is just something comforting about buying from someone who really knows what they’re talking about.
- Know How To Read People. A Good salesperson is like a good poker player. He knows when someone is bluffing him or stalling for time. He knows when they are about to call it quits and walk away. He knows how to read people. He knows the body language that says “sale” or “no sale”. He can see “lower the price” in their eyes. If you have never been able to read people, consider taking a course in body language, KNOWLEDGE, ONCE AGAIN, IS POWER.
- Know How To Talk the Client’s Language The same way you need to know the market, you need to know how to talk to people around you. Again, you are not going to use language that is counter-intuitive to you. IT IS POSSIBLE TO LOSE A CUSTOMER IF YOU ARE NOT TALKING THEIR BUSINESS LANGUAGE. You can adjust the conversation as you go, just make sure that the conversation adjusts itself accordingly.
- Know When To Push A Little Harder and When To Back Off. Not everyone is going to be an easy sale. Some need a little more convince. As a salesperson, you have to be able to see the “line” – the line that separates “just hard enough” from “way too damn hard”, and you have to walk that line with your customers. This can be difficult, but paying close attention to customer’s “cues” will help you to better understand where they are in the sales process and how much you need to convince the buyer.