Some Best Sales Techniques and Some Least Effective
Selling Techniques that Work
1.Challenging the Status Quo
Most salespeople see the sales process as a linear process. Sooner or later, it has an end – the prospect will pick possibly you or your competitor. Truly those are by all account not the only two endpoints. There’s another option – no decision – which is picked very frequently.
Studies demonstrate that 20 to 60 percent of deals in the pipeline are lost to “no decision” instead of to competitors. It’s only by testing the norm that you can inspire your prospects to see that change – i.e., adopting your solution – is important. Prro will help you with effective business growth.
2. Finding Your Value Wedge
What amount of overlap is there between what you can give to your prospects and what your competition can give? Most salespeople concede that overlap is 70 percent or higher. So as opposed to concentrating on that “parity area,” you should concentrate on what you can improve the situation the client that is different from what the competition can do – this is your “value wedge.” Your value wedge must be special to you, important to the client, and defensible.
3. Telling Stories with Contrast
Messaging is about telling your company’s story in a way that attracts prospects to your doors and turns them into customers. The test is that, if you’re similar to most companies, you tell your story in a way that doesn’t differentiate you much, if by any stretch of the imagination. But to make a powerful perception of value, you have to tell both the “before” story and the “after” story – you have to tell client stories with contrast.
When you tell client stories, don’t be afraid to link data with emotion. Frequently the most ideal approach to do that is to talk about the people who were influenced by the challenging environment they were working in. At that point talk about how their lives turned out to be better, less demanding, more fun, or less stressful after using your solution.
4. Making the Customer the Hero
Every story has a hero. Who is the hero of your story? Is it your company or potentially solution? If the appropriate response is truly, at that point you have to rework your story – and make the client the hero. The client is the one who needs to save the day, not you. Your job is that of the mentor. You are there to enable your clients to perceive what has changed in their world and how they can adjust and better survive and thrive.
Using 3D Props
There are many ways to tell a story. But one extremely successful – and underutilized – technique is to utilize 3D props. Props break the pattern of what’s normal – and can influence the prospect to sit up and focus. Props make a metaphor or analogy tangible. Props make a physical reminder and can continue selling even when you’ve left the room.
Sales Techniques that Don’t Work
1. Selling Benefits
Everyone realizes you need to sell benefits not features, isn’t that so? All things considered, no. If you start your client conversation with advantages, you’re jumping the gun with regards to how most prospects are taking a look at their first interactions with you and your company.
Keep in mind that 20 to 60 percent of pipeline deals are lost to existing conditions. That implies that you have to set up a purchasing vision – the case for why the prospect needs to change – before your solution’s advantages will resonate. That implies you have to viably test the present state of affairs and show how the prospect’s world can improve (see Selling Techniques that Work #1).
2. Competing in a Bake-Off
When you position yourself against your competitors, you’re contending in a seller bake-off. It’s a “spec war” and you may pick up the upper hand with one element, but then the competition meets your element and raises another.
In the process, you and your competition are regularly having a very similar discourse with the prospect, prompting the dreaded “no decision.” Instead of conversing with the prospect about “why us,” center rather around challenging the norm by motivating the prospect to consider “why change” and “why now,” and demonstrate the really extraordinary value of your solution (see Selling Techniques That Work #2).
3. Marketing to Personas
Many marketers use personas to develop messaging. Furthermore, on its essence, it appears to make well: defining the profile of your prospect will empower you to develop messages targeted to that profile.
The issue is that personas are commonly characterized by who the prospect is – demographics and behaviors. But the need to change isn’t driven by a persona. The way that a prospect has similar characteristics with the persona isn’t what makes them re-think their present approach and consider your solution as another approach to take care of their issues.
Rather than developing messages dependent on personas, center around how to convince prospects that the norm they are remaining on is “unsafe,” at that point demonstrate to them how life is better with your solution (see Selling Techniques that Work #3).
4. Relying on the Standard Elevator Pitch
According to Wikipedia, an elevator pitch is “a short summary used to rapidly and basically define a product, service, or organization and its value proposition.” And pretty much every sales organization under the sun spends a ton of time endeavoring to perfect that pitch.
The issue is that the standard elevator pitch tells your story – not your prospect’s story. So as opposed to investing energy refining your elevator pitch, center around building the story that features your client as the hero (see Selling Techniques That Work #4).
5. Delivering PowerPoint Presentations
The PowerPoint presentation has turned into the de facto go-to approach for sales meetings. Marketing churns out slides, at that point salespeople turn out the lights and rely on logo slides, bullet points, and animations to do the selling for them.
The issue isn’t with PowerPoint itself but with how it’s utilized – and the perfect time and spot for it. But when you’re in intimate, executive conversations, use sales techniques that are visual, and can truly have a lasting effect. Rather than investing energy refining your slide deck, center around telling a convincing story and utilizing props to pique your prospect’s advantage (see Selling Techniques that Work #5).