Sales Techniques Individualize The Sales Process
The terms “sales technique” and “sales process” are often used interchangeably, when in fact, the two are quite different.
More “scientific” in its approach, a sales process is the strategy consistently implemented by each member of the sales team to every sales transaction or interaction. Widely recognized as one of the most effective and innovative sales processes, our sales process places an emphasis on “qualifying hard” and “closing easy.”
On the other hand, think of sales techniques as tools; each sales person has their favorite set of tools, or sales techniques, they like to use, depending on the situation and the prospect. Sales techniques often reflect the personality of the sales person employing them, and can be adapted and combined to fit a variety of circumstances.
Finding Your Sales Techniques
The following two sales techniques we’ve identified here have proved to deliver outstanding results.
Sales Technique 1: Stop Being The Salesperson
You’re following your standard sales process, but you realize that it isn’t working out with your prospect. Try mixing things up by using this sales technique. Instead of focusing on being a salesperson, turn it around and be a consultant. In other words, be there to help your prospect instead of doing your best to close the sale.
You could make this switch with a simple verbal cue: “Nancy, let me stop being the salesperson here for a minute and put on my consultant hat.” This will build a strong connection with your prospect because of the honest and direct approach, and she will be more open to your suggestions and questions.
Sales Technique 2: Ask A Question You Already Know The Answer To
Attorneys use this sales technique very effectively. It involves asking your prospect a question, which makes an assumption that a situation has occurred, when most likely it hasn’t happened at all. Here is an illustration.
You ask your prospect whether they were satisfied with their current service provider’s analysis of the recent system downtime the company has been having problems with. This assumes this type of review was performed, when most likely the competing company never provided the analysis. You’ll subtly draw attention to the competitor’s weakness without appearing too aggressive about it, by using this sales technique.
Perfecting the art of layering powerful sales techniques in Riverside onto an already proven selling process requires hours of hands-on reinforcement training that you and your team are simply not receiving today. That’s how we can help. For more information about sales techniques vs. sales process, click here.
