Improving Your Sales Meeting Conversion Tips for Business

Here are some tips on the topic, “How to successfully turn your sales or lead meetings into more new business.”

• Have a good preparation for the meeting including having a standard question base to do a great needs analysis on the client, this will sell you well as demonstrate you are organised and are asking all the right questions. This should be done so well, the lead will know you know what you are doing.
• Use soft statements, listen by giving them ample opportunity to be heard, address their concerns as well and use all opportunities to introduce to them the ways you can add value to them.
• Rather than give convoluted price options or tables, give them a bottom line fixed quote or price and clearly state, what are their inclusions.

• Have different available options, try to sell your biggest package first, if that is not taken, reduce the sale to lesser packages.
• Get the simple things right, remind them of their appointment, send an agenda, directions where you are, welcome them with a clean professional office, present yourself well, offer drink or coffee, have testimonials in your waiting area.
• Be able to answer common objections – such as, “I want to think about it”. Respond to them by saying, “can I ask some more questions?, Is that the price you expected? Is this what you need as your solution?” Try to uncover more of their genuine reasons for hesitating.
• A good sales meeting should establish a relationship, identify needs, offer the right solutions, close with an offering which fulfils an underlying motivation which is either an inspiration to the client (such as you too can look this good with our product) or remove their fear (such as with our solution you never have to worry about something again).
• Be able to defend yourself against competitor offerings. Say what is good and unique about you such as your quality, additional service, guarantees, testimonials, bonuses.
• Offer bonuses like they do in the ads. It really works. Often you may think something is normal service offered but saying our price includes for example “within 24hr email response”, “free e-book on solving your something problem” or whatever you can offer, there must be something in your business that is an easy giveaway that samples your brilliance. It can be the slight difference on a tight quote that wins you a deal.
• If you do convert your close, a great idea is to follow through on using your needs analysis – start solving those problems they wanted sorted, stick to the price quote you agreed on, send a welcome email which covers your value, quote and solutions you are giving which can overcome buyer remorse (when a client goes home after a conversion and then rings to cancel it all).

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Why Pain Should Be a Salesperson’s Best Friend

“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to.

There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have to take a step into the unknown if they’ve not bought from you before.

That’s right, for you to become their new provider, you must drive success by becoming adept at conjuring up the single most compelling reason that humans do anything-pain. Differentiate yourself. Make NOT buying from you more painful.

‘Stacking the pain’ should always form part of your value proposition.

Be bold-stacking the pain needs to happen way before you start proposing anything at all. No doctor would start explaining a cure for an illness without really diving into what the symptoms are. Use your own natural style to do the same.

As a patient, you buy the quick resolution of pain-not the pharmaceuticals themselves. You can change the world when you realise your prospects are buying the same thing, not your product or service.

So what are the 4 natural skills you need to make your prospects ache from the pain of NOT doing business with you?

1. Questioning. You don’t want questions to sound like an interrogation.

A series of closed questions that don’t build a picture or uncover areas of pain. Using your own warm, personal style, focus on broad, open-ended questions or ‘TED’ questions, which aren’t really questions at all. Try using “Tell me..”, “Explain to me… “, “Describe to me”-use your own instincts to enable the prospect to disclose pain.

If they don’t get talking about their pain soon, then before you know it, they’re twitchy and asking you to get on and explain what you do. Why? Because if their pain isn’t going to be alleviated, what’s the point of listening? Your chances at that stage are twofold-slim and none-and Slim just left town.

2. Listening. Some salespeople really drop the ball here.

What’s the biggest give-away that you’re not really listening? When you ask a question that’s nothing to do with what the prospect just said. Do that twice in a row, and their trust level has all but evaporated. Three strikes and you’re out, you get the idea.

Deep listening means shutting out all other noise, and above all else not to be planning your next question whilst they’re speaking!

3. Probing. This is the third weapon in our armoury.

Probe a remark the prospect makes with questions like “How often does that problem arise?” or “What’s the impact on your business when that goes wrong?” You’ll get right to the heart of their pain. That’s where the sale is, a prospect voicing and dwelling on everything that’s wrong with their status quo. Get this right and their belief in you will increase.

Differentiate yourself here because many salespeople scoot past it-by not listening and being too busy planning their next ‘brilliant’ question.

4. Finesse. When a prospect hears a list of everything that’s causing them pain in their organisation in an articulate summary of all that’s wrong with their world, then who is the salesperson with whom they’ll feel most comfortable about doing business? Will it be the salesperson who asked formulaic questions, pretended to listen and then just pitched their ‘cure’ without understanding the prospect’s pain? No. It will be the salesperson who spent the most time exploring the pain and consequently compelling the prospect to take the far less painful step of moving from their status quo to your solution.

If you learn then use these 4 crucial sales skills-and incorporate them into your own natural style-you’ll connect on a warmer level with your prospects. Let your own innate, down-to-earth, inner salesperson demonstrate value creation, and your prospects will flock to your solution.

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Don’t Forget To Train Your Staff

One of the most amazing mistakes many business owners make is not training their staff in the area of customer service. Whilst the owners of the business rely on customers being treated in a way that would want them to return to their business, sometimes the major factor of informing the staff on how exactly they want that experience to be seems to get lost in the process of doing business.

Don’t think for a minute that your staff will naturally be good at servicing your customers just because they said so on their résumés. You have to ensure that you train each and every one of your employees in YOUR desired way of service. Don’t just think that any old way will do with them, as your business is most probably different to others hence you need to have your own brand of service that your customers can distinguish your business from others.

One of my businesses that I am now involved with mentors business owners in assisting them to get their businesses to the next level. As a part of that process I am constantly asked to evaluate every aspect of their particular business. I am constantly amazed when I see how the staff of those businesses are treating their customers. A lot of the time the one thing that is stopping that business to grow any further is the staff’s relationships with the customer.

I have had numerous excuses as to why some staff feels as though they have the right to treat the customer badly. Excuses such as:

• Having a bad day
• The boss doesn’t respect me so why should I do him any favours
• I don’t feel as though that is part of my job description
• No one else does it so why should I?
• It’s not that important is it?

Are just a few examples that constantly floor me and leave me perplexed as to how some of these people have been able to keep a job for as long as they have.

As the owner of the business, it is your responsibility to educate your staff about how important and how much of an integral part of your business customer service is. If you don’t you then only have yourself to blame as to why they may be letting you down.

I remember in my early years of working for a major chain, we would be sent to courses on service. Whilst one would assume that it would be common sense to treat a customer correctly, it was quite evident that due to us going to these courses it wasn’t.

Those courses really proved invaluable to that organisation. They knew that all of their employees would be taught the exact same principles hence ensuring that the culture inside all of their stores were uniform and consistent.

How often do you take time out to notice how your customers are being treated by your staff? If you don’t do this, you may never know what is actually happening in that part of the business. I understand that training does happen within salons these days but that training mostly is around skill based outcomes such as treatments, colours etc.

The salons and businesses that are excelling financially and growth are the ones that devote proper training to their employees.

This isn’t something that you haven’t heard or don’t know, I understand that. It’s just that with the pressure of running a business we tend to put some things to the side not realising the importance of it.

Your staff are there to make you money, do their job AND make sure your clients return.

You want your customers raving not only about their outcomes from sitting with your stylists but also about how they were treated as a customer. The best way to grow a business is by word of mouth and the easiest way to slow a business is also by word of mouth.

We all need to ensure our customers are receiving exactly what we as business owners expect them to receive.

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