I recently read a report about selling by the great Brian Tracy. If there is one thing I have learned from following other experts in my field it's that they simply bring to light what all of us already know. We're just not consciously paying attention to those points all the time. I've been networking with other business owners for over a year now, and I look at each encounter as a learning experience. I try different tactics, talk to different people, ask different questions and also take time to observe others at these events.
I've taken what I read from Brian Tracy and used his 7 points. I've put my own reasons why these tactics work when selling.
Prospecting
a. Not everyone is your prospect
b. Know your niche - is it narrow enough?
c. Know your purpose when you are prospecting, what do you want the outcome to be?
d. Have a genuine interest in helping people
e. Know which questions you will ask your prospect, general to more specific
f. Determine whether or not you can help them, if they want to be helped, and if they can afford to work with you or purchase your product
2. Establishing Rapport, Trust, and Credibility
a. Smile, show appreciation
b. Ask them questions about their business – get them talking
c. Answer their questions accurately
d. Be able to clearly communicate your message and point of view
3. Identifying Needs Accurately
a. Ask them what they need, not how you can help
b. Know which questions you will be asking prospects and prepare
c. Show them exactly how they will benefit from your product or service
d. Paint a picture of how their life will be different with your product or service
4. Presentation
a. Prepare
b. Practice
c. Share your story
d. Have a framework that you follow in each presentation
e. Leave no gray area, people either want your product/service or they don't
5. Answering Objections Effectively
a. Know all of the objections you could possibly receive beforehand
b. Know how to respond to each of those objections
c. Remain calm and collected – do not get defensive and nervous
d. Objections show interest
6. Closing the Sale
a. ASK for the SALE
b. Remember, you will never attract a customer – you have to ask for their business
c. Know exactly what are you asking them to do or buy
d. Ask them when they get started
e. Make sure they want it, value it and can afford it before you ask
7. Re-Sales and Referrals
a. Ask for referrals
b. Have referral programs set up
c. Incorporate other products and programs to up sell and down sell your clients/customers
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