Do it right from the start
Do the basics right.
Turn up on time (in person, on a call, or online)
Be confident and prepared
Relax them with icebreakers not related to what you are actually meeting about. “Nice office, how long have you had it?”
Establish the problem
Ask questions and listen (even if you think you have the solution for their problem). Know your FAQs so you know the sort of questions to ask.
Establish their Wants vs Needs vs Desires.
A need is something you cannot live without, such as air, water and food. A want is something that you don’t absolutely need but will make your life better.
A desire is something you wish to have, regardless of your needs and wants. Thus, you may need food but still desire a fancy new car.
Present your solution to their needs and wants (desires)
Establish the value that you offer over their other choices
Transactional value – Outline the value that the buyer receives throughout the process. Make the process easy for them.
Transformational value – Show how they can make more money, get a better result, feel better or achieve more than they thought, by using your product or service.
Once you know the problem and there is further interest
M. Money – do they have the budget
A. Authority – can they make the decision
I. Immediacy – when do they want it
N. Need – is it a need, want or desire – something they need is easier to sell
Use active listening – repeat back what they said…
Trust is Critical
Before you can close a sale the potential client has to trust:
Trust is hard to get and easy to lose
•Closing the sale
•Know your ABCs – Always Be Closing
•Ask for the order and shut up. Don’t keep selling if they say yes!
Focus on follow up and next steps
Agree what the steps are and do it.