Saturday, August 11, 2012

The Secret to Sales Success



The Secret to Sales Success

Are you in sales? Great. Think back to previous conversations you've had with your clients. Think back to the first five minutes of your first customer interactions. What was it about? Chances are... the center of the conversation revolved around you.
If that's the truth - own up to it. And now, change it.
You probably spewed out your experience, your company's story, your products, your services, your other clients, your success, the awards you've won, the accomplishments you've achieved, etc. You know, all that impressive, interesting information... that nobody really wants to hear, except YOU.
Your customer could really care less about this stuff (initially). Another time, another day, when a relationship has been built, you can share these fascinating little facts. But, during this first interaction, it is critical to focus on your customer. The easiest way to hit this argument home is to put you in any other setting. Anytime you meet new people, if they go on and on about themselves, you probably lose interest immediately and leave the conversation convinced their ego is reason enough to avoid them in the future. If you started rambling about yourself, your story, your experience, your skills, your success, they'd internally roll their eyes and silently redirect attention. So, why do sales professionals seem to think the same doesn't apply to them in the sales realm?
Your customers want the focus - all of it - to be on them, their needs and their story. So, make it that way. A few suggestions on how to make it more about them and less about you:
·         Ask them questions.
·         Explain your reasons for wanting to talk with them.
·         Share a story that would be meaningful to them.
·         Understand before you explore.
·         Explicitly explore their needs and expectations.
·         Only make promises when you can commit to fulfilling them.
·         Give them something that will give them a taste of what you're selling.
·         Make specific statements, avoid ambiguous, blanket statements.
·         Do your research, it shows that you respect their time.
·         Be original, do something in that first sales interaction that will leave them with a good first impression.
·         Close the conversation with a follow-up clincher. You don't want them wondering about what to expect.
Put your clients first. Everybody wants to be prioritized. So, make it about them when it matters, and hopefully, they'll return the favor by making it about you when a decision needs to be made. But, do it authentically, do it genuinely. Selfless sales is the secret to sales success.
By the way, do you want to learn how help others learn to sell more effectively? If so, download our free sales guide: http://wcwpartners.com/free-sales-training-article/
Or, do you want a proven gameplan for leadership effectiveness? If so, check out Rick's new book, http://wcwpartners.com/superstar-leadership-model/
Rick Conlow is the CEO/Co-Founder of WCW Partners, a global management consulting and training firm. Rick has helped organizations increase sales 218%, improve repeat-and-referral business by 20%, increase customer retention to 99%, reduce complaints by 60% and achieve 34 quality awards. You can reach Rick at: rick@wcwpartners.com or 888-313-0514.