Why Selling Your Customer What They Ask For Won’t Always Get You The Sale

“Every great sales coach will tell you, if you want to sell more – you have to get inside your prospect’s head and get to the heart of their problem. But, can you always trust what your prospect tells you? Short answer: No. While those sales coaches are right, you do need to ask questions and find out what your prospects want, they don’t tell you that the real problem you’re trying to solve is often several levels deeper than what your prospect shares. Why? Because the questions you’ve been trained to ask like “what problems are you struggling with” cue scripted responses from your prospect! This is just not going to cut it anymore. Questions like these are too familiar. Dozens of other salespeople have come knocking before you, asking the same questions and your prospect has already mentally prepared the answers they think you’ll be looking for. No, if you want to get to the core of what your audience needs, it requires that you change your perspective on what questions you should be asking. Better yet, instead of just asking questions, how about providing insight! In step one of the Insight Selling Method we talk about building rapport to create a connection with your prospect by listening and then creating a clear picture of the problem based on their answers, all in real time. This does more than just make them feel valued and appreciated. It allows you to really get to the core of what they need. Insight selling allows you to connect with your audience as a human-to-human instead of speaker-to-listener. Show you are listening by finally ending your questions, and then painting a clear picture of their problem (that they may not be aware of themselves!). Next, once there is an agreement, you can discuss options for potential solutions. The more you do this, the more your prospects will trust you because most salespeople are ONLY asking them questions…while providing little insight (only 17% of B2B Sales Professionals do). But not you, you’re different… You have a new perspective, one that going to take you places in 2019! If you have any questions, don’t hesitate to send me a quick message. ...

The Outdated Sales Method That’s Holding You Back

“Everyone focuses on the presentation, but the main goal is communication, so stop merely presenting and begin effectively communicating your ideas to your audience.” – Brian Williams When a new sales trainee comes to me and says “I’m just not getting the results I know I’m capable of,” 99% of the time I know what the problem is before I even take a look at their strategy. It’s the same mistake that over 80% of all the sales people in the world, including veteran professionals, are making each day that holds them back from creating the income they dream of. What’s this career-crippling mistake, you ask? It’s selling your product or service instead of selling the outcome. Too many sales presentations focus on this old, outdated method they were taught years ago when they first got into the sales game. In fact, over 50% of the sales training programs available today are still teaching this same strategy. But there’s a different way. A better way. And it begins with flipping the “product/service-focused presentation” formula on it’s head. Creating engaging presentations that drive results is no longer about telling your audience what you think they need to know, it’s about answering what they WANT to know. This can be a difficult mental switch to make, because we’re all experts at our own industry, but it will make a difference not only in the engagement of the audience, but in the results you’ll get when it’s time for them to write a check. At the end of the day, your audience is here to solve a problem and a viable solution is truly the ONLY information they’re interested in. Your goal should not be to spill facts, figures, and features but to walk them through the transformation they’ll go through by using your product or service. If you can successfully get them to picture themselves in the after state of using your product/service, you’ll increase your chances of making the sale.  Note: This is exactly why when you enter model homes they are beautifully and fully furnished with cookies baking in the oven, not filled with whiteboards of facts and figures. And the reality is, if you effectively sell your audience (prospect) on the outcome, they’ll naturally have questions about the product or service. This is where you can step in and share your knowledge…not before. Here are 4 quick ways to tell if you presentation is prospect-focused: Reworking your presentations to focus on your audience (prospect) will be an absolute game-changer. It’s time to level up your sales game and get closer to the million-dollar mark by taking on this fresh perspective when creating your next presentation. If you have any questions, don’t hesitate to send me a quick message. ...

Getting Customers To “Believe, Buy, Bite”

“Believe, Buy, Bite.” This mode of thinking has long been a guiding principle for Perspectivity’s efforts to improve the sales and sales messaging of clients. These three B’s are stops along the journey we want all of our prospects to take. We want to craft a credible and believable message that builds rapport with our prospects. We want prospects to buy—obviously—but the process does not end with merely getting them through the sales funnel. Instead of simply enjoying our products and the way we do business, we want them to “take a big bite,” to go forth, and help us to land future prospects via infectious word of mouth. This may sound daunting, but when you look at each step, one by one, it’s pretty straightforward. You must be intensely focused on capturing the attention and understanding of your audience if you want to gain more sales opportunities. That’s the idea, in a nutshell. This is a line from The Ultimate Sales Messaging System, and continues to be a foundational part of how Perspectivity does business. Think of “Believe, Buy, Bite” as a tool to help you accomplish this. Believe means cutting out all the bluster that comes with a lot of sales messaging. Remember, clear, concise, and compelling. Make the audience believe in you and your product’s ability to solve their specific problems. This is where you build trust and rapport with your customer. This requires you to design and deliver your message with a high degree of thoughtfulness and customization. However you like to approach prospects, be it presentations, meetings, etc., tailor your message to the specific people you are talking to on that day. We do not believe in the concept of “one size fits all.” Listen to and understand your individual prospects, and show that you are invested in making them more money and helping solve their problems. Buy comes after you have earned their belief and trust. Making a clear, concise, and compelling case for the prospect will allow them to make an informed purchasing decision. Creating a confident buying environment for the prospect enhances your chance of making the sale. Without that, a prospect will never get any closer to becoming a customer. Bite happens after you’ve made the sale, and only if you’ve taken care to craft the right sales message. When you’ve truly honed your message down to its most effective version, your words will impact your customers to a great enough extent that they will start doing your job for you, helping to bring new customers to you. When this advocacy stage occurs, it means your message has “stuck.” “Bite” is another name for “stickiness.” Like Malcolm Gladwell wrote in his book, The Tipping Point, stickiness is one of the key factors that allow ideas, phenomena, and even brands to take hold and become a trend, a hit, or even an epidemic. When your messaging sticks, customers can’t help but perpetuate it. When you pair that level of messaging with a great product, your customers will swear by it in front of their friends. There it is. Believe, Buy, Bite. As with all of the advice you’ll get from Perspectivity, this approach to making your customer the focal point of your communications is as much about the prospect as it is the seller. Don’t forget the prospect’s point of view when crafting your sales message. Remember, confused prospects rarely buy. Do you have a success story about how you managed to get your customers to “Bite?” Perspectivity would love to hear it! ...