This title sounds funny, but what we’re really talking about here is actually
called overselling, rather than the correct way to sell which is called
consultative selling. Many sales reps,
without the intention of doing so, pitch their product more than really
listening to the needs of their sales prospect and this type of selling is
called overselling. The other way to
sell, the correct way, is to let your prospect talk more than you and as a
result, you respond by selectively asking questions to help them uncover needs--this
type of selling is called consultative selling.
The top sales producers use this method to literally demolish their
weekly, monthly and yearly sales quotas.
Below are five ways not to throw up on your sales prospects:
Practice the art of
listening
It’s really amazing how many salespeople don’t listen. But, what’s even more amazing is how much you
can learn if you do listen. If you
listen then it let’s your prospect know that you're really taking a genuine
interest in trying to help them.
Listening to what your prospect has to say will help you uncover needs.
Ask engaging questions
The most effective questions to ask your prospect are those
that require more than just a “yes” or a “no.”
Engaging questions help to create interest and can help to answer how
your prospect really feels about your product or service. The most engaging questions always leads with
who, what, where, when, how and why.
Talk slow and pause often
We’ve all met those fast talkers. They talk a million miles an hour and as a
result, our interest seems eroded. When
you talk fast in conversation with your prospect you're sending a clear
message to them and usually this message is perceived negatively. Next time you speak with your prospect all
you need to do is pause periodically.
Pausing lets your prospect know that you're taking them into
consideration during your exchange of information.
Know your features
and benefits
When speaking with your prospect about your product or
service you need to answer the one question in their mind, “What’s in it for
me?” Talk about the benefits and how
your product or service can help your prospect save them time and money, make
them money and protect their interests.
Too much concentration on features distracts your prospect and makes
them feel that they might be wasting their time with you!
Research Your
Prospect
Before speaking with your prospect try doing a little
research. Take a look at their website,
their new articles and google their industry.
By doing just a little research you will find that you will ask better
questions and create more interest.
Research makes your prospect say, “I really feel like I’m being heard
here.” The more information you know
about your prospect, their industry and competition will help you uncover
needs.
