Are you just plain tired of being told “no” either through your marketing, or in your sales appointments? You keep trying to explain, persuade, and tell them what they need to know to “get it”; but it’s like you’re talking to a blank wall. Does your sales and marketing training program seem to be missing a link because it just isn’t getting you the results you want? Perhaps you aren’t getting what you want because you’re approaching things the wrong way.
You know that everyone listens to the radio station WIIFM, what’s in it for me. You also know that telling isn’t selling. Telling is a quick way to get prospects to disengage and lose the sale. When you try to persuade you run the risk of putting your prospect on the defensive. So what are you missing, what is keeping people from understanding they need you?
Unfortunately, it may be your understanding that’s missing. Whether it’s a marketing message or the message you provide in the sales appointment, your message has to be tuned into your prospects WIIFM station. That means before you prepare your message you need to understand your potential customers.
You see, most sales fail because you have a product or service and you’re trying to find someone to sell it to. You will exponentially increase your
sales when you understand what your customers want, and you figure out how to give them what they want through what you have to offer, and then you give it to them the way they want it.
Understanding comes from listening to the right people for the right things. You need to build a relationship with your potential customers so they feel comfortable talking around you. They don’t worry when they see you that the conversation is going to turn into a sales pitch. Your number one job right now is doing your research until you’re absolutely sure you know the top three wants of your potential customers. When you know their top three wants you’re ready to begin preparing your marketing message that helps those potential customers understand that you have what they want. When you do that you have people entering your sales funnel who are ready to do business with you because they want what you have and they already know and like you.
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Sales Skills Analysis.
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