Every good salesperson has the ability to empathise. He gets under the prospect’s skin and senses his way of thinking and doing things. It’s very helpful it you have this ability and quite often it makes your prospect feel sympathetic towards you. The following sales(t)wits can also prove to be helpful. They can show you which points to bear in mind. Prospects like to appear self-assured. It lets them give you the impression they know exactly what they want. Don’t be put off by this, because it’s all just make-believe...
(17) If your prospect knew exactly what he wanted, he wouldn’t have needed you to advise him and would have ordered via the website. ⇐
One thing you can be sure of is that prospects are always looking for ways of reducing costs and of increasing turnover. Regardless of your services or products, these are usually the points that are on their minds. By the way don’t make the mistake of assuming it’s always about money. For example nonprofit organisations could well be wanting to render more services to their clients at the same costs or lower. That’s how they profit when giving more service. Your offer will undoubtedly meet with such a demand, still the proof of the pudding is in the eating. Till that time the prospect will just have to take your word for it and that’s where you come in...
(56) Your prospect is not only looking for a solution, but also for an expert salesperson to find that solution. ⇐
A pleasant conversation is bound to develop once a prospect trusts you. The prospect will give you the opportunity to tell him more about yourself and about what you have to offer. Also he will tell you more about himself and about his organisation. By now he will rely more on your expertise and he will be able to determine whether you understand his problems. So yes, the chances of you getting that order are good. Still, you won’t be the first salesperson to make a mess of things and to leave the building without a new appointment. So remember...
(26) Prospects who ask your advice have their preferences. That’s why knowledge of their line of business and preparation are vital. ⇐
There’s a link between recognising a salesperson and basic sales training rules. It’s called ‘going along with’ and becomes second nature to every experienced salesperson. Whenever a prospect voices an objection, we salespeople are used to saying: “I fully understand what you’re saying Mr. Johnson. Especially in the situation you’ve just described. May I ask you...?” The trick however is not just to go along with the prospect. Anyone can learn to do that and if everybody were to resort to going along with someone else, we’d all be wailing in a deep pit somewhere. The true art of salesmanship is being able to follow up and turn prospects’ objections into arguments for placing that order...
(57) Prospects love it when you recognise their objections first. The trick is turning those into arguments to purchase. ⇐
The objection you’ll hear most in your sales career is that prospects find you to be too expensive. This year’s budget has been spent, we’re not spending our money on this, we’re in the middle of cutbacks, and we’ve just gone into business with one of your competitors... These are all ways of scaring you off by saying there’s no more money. However saying there’s no more money is the most misplaced objection. Since you’re not here to collect money but to deliver it instead! All those prospects that say beforehand that they have no budget, should actually be glad you’re here. So make sure you can show them what their investment in what you’re offering will earn them...
(58) Not unless you don’t succeed in quantifying their return on investment will prospects think you’re too expensive. ⇐
Nine out of ten times when you discuss the purchase of your products or services with a prospect, you’ll be talking about changes for that prospect. Most times the prospect will be aware of the fact he needs to make changes, still often you’ll notice his hesitation. After all he knows what he has now and doesn’t know what he’ll get. You can’t guarantee him anything unless you’re certain there are no risks involved...
(27) Prospects only go to a new supplier as long as there are no risks involved. So first make sure you can guarantee there are no risks. ⇐