Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.
Selling typically is not a destination career. But when ...Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.
Selling typically is not a destination career. But when presented with the opportunity, we thought, “How tough could it be? I can do that.” Well the best sales people realized that selling was tough and they weren’t good enough, before they got good and that’s how they got good. Please re read that.
Good sales people are not born. They take charge to get better. They ask for help. They watch other successful sales people. They read selling books and listen to CDs about selling. Some invest in coaches or attend sales seminar. The one commonality among top producers is that once they start learning, they never stop.
So here are 7 advanced skills vs. basic skills that top sales people have learn to use.
1. Put the basics in the right order: (a) ask questions and keep probing; (b) listen to learn what’s on the persons mind – not what you think should be on their mind; and (c) present to show you can deliver their vision (not yours) better than any alternative; then (d) keep repeating this sequence.
2. Know what to ask. Know how to phase questions so as not to put the buyer on the defensive. Know how to sequence questions. These subtleties will help you learn what you need to know, as you make the buyer feel comfortable, while positioning yourself as creditable, confident and competent.
3. Know what to listen for. Buyers will give away a lot of information if you let them talk. However, you’ve got to know what it is you want to learn so you can set-up the questions to get them talking about what you want to hear. Then you have to listen aggressively.
4. Probe without interrogating. When a buyer says s/he wants something, i.e. service, quality, price, etc. what exactly does s/he mean by that? Never think you know what s/he means. You have to have her or him explain exactly what good service looks like or how low does the price have to be, … without grilling.
5. Expose and entice buyers with other options or features they may not have mentioned, yet you feel may be helpful to them. This must be done consultatively – meaning no pushing or convincing. You offer it up to see if there is interest. If not, let it go.
6. Present to show you have exactly what both you and the buyer have agreed the buyer wants. Then prove with descriptions, examples, case studies, demonstrations, etc. that you can deliver it better than any other alternative.
7. Know how to close. Everything above has been your set-up for the close. Now the closing is another sequence. First, only close if the person feels good about your presentation. So ask, “How do you feel about what I presented?” If the feeling is not good, you have to go back to clean up issues. Second, ask point blank, “Since you feel good about what I told you, can I have the order or your commitment to support me?” You want a yes here. If not, then you have to go back and have him or her tell you why not.
And now I invite you to learn more
Bonus Tip: FREE E-Book “Getting Past Gatekeepers and Handling Blockers”. Just click this C-Level Relationship Selling Link . Sam Manfer makes it easy for any sales person to feel comfortable connecting with and relationship selling C-Level leaders.