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Complete This Selling Process and Win More Sales
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Marketing
September 8, 2020

Complete This Selling Process and Win More Sales

There are many ways to get clients on board and show them what is with what you are offering that is worth their money and investment. Several strategies are available and can be easily searched anywhere within and outside the web.

What people do not understand is that there is a gap that separates an excellent strategy to an exceptional one. Though it is common for sellers to try their best and exhaust their means to sell a product, they turn out to be a little bit pushy which makes the prospects keep their distance instead of pulling them.

Start building a good relationship between your clients and sustain their presence by following these steps below:

Step 0: Cut out the rapport phase.

Most people usually hop on the sales call and spend fifteen to twenty minutes on building rapport with the client. However, the best thing to do is to create such connections throughout the entire presentation. This is because when you opt for building a rapport before the presentation, clients get a misconception that there is no longer a need to sustain such a connection throughout the engagement.

Cutting out the rapport phase and doing it in the entire duration of the sales call will make them more comfortable in talking to you. They will first find it as something to be consciously done, but eventually, they will find themselves naturally jiving with you as the seller.

Step 1: Use visuals in the selling process.

It is easier to remember something when it is presented with visuals. Even when we were at school, we recognise the lessons taught to us with visuals more than those that were only just plain texts. This also works the same when trying to sell something off the market.

Presenting an excellent pitch to a prospective client may sound good in theory. Though it is a unique way to persuade clients, continually talking on a presentation does not work. Asking a “yes” question, in the end, will only turn prospects into “zombies” and instead of pulling their interest towards what you are offering, they will eventually tune out.

To avoid having customers who build a wall upon identifying that a pitch is about to happen, know when to create internal and external questions. Internal questions are those that are answerable by what you, as a seller is doing. External questions are those that can be answered by either a “yes” or a “no.”

Going back to internal questions, these are the kinds of questions that the client needs to think about critically. Asking these things will work best in an inception selling process to get the prospect hooked into the conversation.

In cases where there are external questions, you may try to reframe it in a way that turns it into an internal one. 

Step 2: Offer the idea of working with them.

Walk the minds of the clients down on a process of working with you in the future. For example, you can start by telling them that if they work with you, they are going to start at an X amount of sales. As they last longer, they are going to see results, and you will increase their assets from that X amount to say, five times more. 

In this step, you are talking to the client as if you were already in a deal and a relationship with them. This process is also known as future pacing, which is a form of the technique done by the seller in making the client imagine themselves in the future with their desired situation and instance.

Step 3: Go after niches with high turn-ins.

There can be many industries and niches you may choose from when identifying which ones to target. You can go to gyms, yoga places, and salons if you want, but these places will obviously give an average or sometimes below average turn-ins.

It will be wise to go after niches with the highest turn-ins. This idea may sound basic, but most people never think of tha and dive into any prospective client there is. Some slots that can give you good results are contractors and lawyers. These people can justify the idea of paying you $4,000, which is difficult to achieve with the other mentioned niches.

Step 4: Manage your mindset.

Different mindsets create a gap between motivation and inspiration. The idea of being motivated is only a temporary thing and is nothing but a fleeting emotion.

On the other hand, being inspired is an inward mindset and that which can be found inside you. Though mindsets can keep you going in everything that you are doing, actual realities will still be more important.

You are going to fail and receive rejections from the people you try selling yourself to. You wonder why you feel down even with the right mindset within yourself. What people do not remember is how important it is to face the reality of failure being a reasonable thing to happen and just accepting it for what it is.

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