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Increase Your Chances of Making Sales in 5 Easy Steps

Motivating your prospects isn’t enough to convince them to make purchase decisions. It would be difficult to motivate people without knowing their preferences. Learning what motivates them in buying a product or availing a service should be your main priority. This is to give you higher chances of influencing them to take action.

Convincing them to purchase your product allows you to highlight the benefits of what you’re offering. Knowing their needs, on the other hand, gives you an idea on what kind of things they’re interested in and how to satisfy them.

Before you even get to know your prospects, they already have their own set of preferences and expectations that drive them to act. Be careful not to sound too aggressive or desperate in presenting your offerings without first knowing what affects their decisions. This is where asking questions takes place.

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Give your prospects enough time to share important things about themselves. This will help you discover something valuable that you can use in addressing their concerns. Otherwise, you’ll unintentionally lose their attention and interest.

In his book, The Secret of Selling Anything, author and speaker Harry Browne tackles how selling is easy. He mentions that the secret to salesmanship revolves around this guideline: Find this prospect’s motivation and appeal to it.

Browne emphasizes the importance of recognizing each prospect’s motivation to increase your chances of making sales. Follow these five easy steps inspired by Browne’s ideas as your guide:

Step 1. Identify their motivation.

Making Sales: Motivation

According to Browne, asking questions that stimulate your prospect’s interest are effective in convincing them to open up and disclose whatever it is that matters to them a lot. Though selling is your main goal, understand that you need to prioritize client concerns and distinguish their inner motives before your own satisfaction. This is where you ensure that the prospect you are talking to is qualified for your offer.

Knowing their motivations also allows you to recognize their present needs. Harold Maslow’s motivational theory explains how each stage of human need (physiological, safety, love and belonging, esteem, and self-actualization) helps presenters determine their existing concerns before selling. This is why asking them persuasive questions prompts them to talk about their personal experiences. This, in turn, gives you an idea on how to relate those motivations to your presentation.

This also involves identifying possible factors that influence their buying decisions. How you appear credible, beneficial, and unique plays an important role in your business success. Once they find you trustworthy, they’ll warm up to you and express their interest in your offer.

Don’t pursue your personal agenda without letting them do the talking first. Take time to listen to prospects so you can easily craft questions that offer solutions to their problems.

Step 2. Reiterate the main points.

Making Sales: Presentation main points

Once you’re done discovering what triggers their motivations, gather the information and organize them accordingly. Whether you’re conversing with a prospect who unexpectedly asks for your advice, or you’re pitching to a business person, condensing their thoughts in one sentence or two will help you determine their main interest.

In this phase, Browne has mentioned the importance of deeply understanding what your prospects are up to. Reiterating their ideas lets you see if they’ll agree or not. This also lets them know you were listening while they were talking. If you notice some disagreement on their end, clarify things by going back to step one – identify what motivations through substantive questions.

This will serve as your guide in meeting their expectations for a particular product or service. Don’t hesitate to provide follow-up questions that will enable you to comprehend the intended message. It would be better to complete the first two steps before going over the third one.

Step 3. Introduce your offer.

Making Sales: Making an offer

Before you even start communicating with your prospects, they already have a question in mind: “What’s in it for me?” Addressing this will make your pitch more appealing and give you their undivided attention. More importantly, you’ll be able to successfully answer this question once you identify what their current needs are and understand their problems.

At this point in time, you’re ready to discuss what you want to sell to the customer. Do this by explaining your brand’s features and benefits in a way that appeals to their present motives. In this way, you can filter your points into something that’s beneficial to your prospects, satisfying their needs.

Since maintaining audience attention is one of your goals, include only what’s relevant to your listeners. Imagine pitching to your prospects without being aware of what they’re currently looking for. You’ll end up wasting both your time and energy, even losing people’s interest. This is why it’s vital that you know their exact expectations to effectively get your message across.

Step 4. Answer their questions.

Making Sales: Answering question

After you’re done explaining how your brand will benefit the prospects, anticipate responses on their part. Although some presenters look at inquiries negatively, they can become your ladder to success. Think about it: if they’re not interested or they don’t care about your offer, your audience can just easily ignore your pitch in the first place.

Objections are different from rejections. The former is common in any transaction between a prospect and a sales professional. This is where the probing strategy is most effective. When they raise a question or an objection, it could be because they didn’t fully understand your point. In this case, consider explaining your ideas in detail and focus on your main points. Doing so enables you to reiterate your message and clarify each point being discussed.

Browne states that using the listen-agree-suggest method can help you turn these objections into a “yes”. By lending your ears and listening to what they have to say, it’ll appear that you value and respect their sentiments. After hearing their side, provide your agreement and propose a better recommendation that will help them obtain what they want.

Step 5. Seal the deal.

Making Sales: Seal the deal

The fifth and final step of the selling process is closing the deal. Once you discover their motivation, clarify each idea, present your offerings, and respond to their concerns, you can proceed to a more persuasive approach in the sales process. For some, this might be one of the most difficult parts, but it can be also the most exciting. This is where you’ll summarize the entire conversation and convince the prospects to make purchasing decisions.

Aside from ending your pitch with a well-designed presentation deck and a powerful call-to-action, you can create a sense of urgency that’ll entice them to take immediate action. Discounts or promos may help in persuading people.

As much as possible, convince them to decide now rather than tomorrow. Activate their impulse factors and keep the momentum. Make the most out of your time and see how it’ll all be worth it.

One Step at a Time

Making Sales: One step at a time

It’s no secret that not everyone will be pleased with your offerings. However, it shouldn’t be an excuse to quit trying.

Before making a sale, identify your prospect’s needs to avoid wasting both your time and effort. Remember, your job is to help your prospect meet their objectives and reach their goals through your offer.

Although sales focuses on getting higher numbers, rushing won’t help. You need to follow each step carefully to attain your goal. Try this technique and see how it can improve your pitch from this day onwards.

To craft a more direct presentation, contact our team of professional designers today and ask for a free quote!

 

Reference

Browne, Harry. The Secret of Selling Anything. 2008. Accessed June 21, 2016.

5 Factors that Affect Your Customers’ Buying Decisions

For a business to be sustainable and successful, every salesperson has two responsibilities: to sell effectively, and look for new prospects.

Some focus on emphasizing their brand’s benefits, yet fail to consider how customers make decisions. While doing the former can contribute in convincing your prospects to purchase your offer, knowing what factors that trigger their decision-making is way too different.

There’s nothing wrong with focusing on your brand. In fact, this makes it easier to introduce your brand to clients by highlighting its own competitive advantage.

But the latter should be your main priority. Understanding the five influencers of consumer behavior allows you to meet their expectations and better improve your marketing strategy. It also increases your chances of building relationships and boosting your sales.

Consider the following aspects every customer has in mind:

1. “Is this person trustworthy?”

Selling yourself matters most in sales or business pitches. If people don’t show interest in you, it’ll be difficult to convince them to listen.

Expanding your personal brand is crucial to building your professional image, and boosting your credibility in the field. This can be done by providing information about your business, while acknowledging their presence and showing your willingness to listen.

Develop a personal connection with your customer base as if you’re wooing them or asking for a date.

This also makes yourself likeable and trustworthy by stating your current business standing to impress your clients. Quarterly sales results or latest market shares are good examples to start with.

2. “Is the business credible?”

Once you succeed in making a good impression, time to reassure them of your business’ position in the market and consider other people’s feedback about the brand.

Tricks like sharing your company history, experiences, and different awards received are only few of the many ways to establish your brand’s reputation. You can also show your past records, such as sales figures, successful product launch, and increased demands, to strengthen the brand’s image.

Include some testimonials from satisfied customers and share how the product or service had helped them to prove your business’ strong points.

3. “Is the product or service beneficial?”

Knowing your customers’ concerns involves aligning their needs with what your brand can offer.

It involves asking relevant and open-ended questions like “What particular benefits are you expecting from this brand?” which could motivate them to share their personal concerns. Probing questions also help you think of solutions that meet their expectations and satisfy their needs.

Taking time to listen to their questions shows your interest and makes them feel valued. Make sure to know their preferences to help you recognize what would be best for them.

4. “Is it worth buying?”

It’s also common for customers to ask about a product or service’s price and worth.

There’s no better solution to this than emphasizing your brand’s benefits and proving it better from any competition.

Focus on their needs and present yourself as the only answer to their question, instead of reiterating your competence.

Give them reasons to buy from you without being too forceful or aggressive.  For instance, you can tell them your offer will help them save twice as much time and effort, compared to the other brand.

5. “Is it the right time to purchase?”

You may be able to instill positive impressions and address their needs in one sitting, but the right timing also matters to make them buy your product or service.

Sometimes, you won’t get an immediate decision, that’s why you need the patience to give the impression that you respect them. An article from Boundless recommends telling your prospects that you’ll be conducting follow-ups after the initial transaction. You can say, “After a week or two, let’s meet up and discuss any of your concerns.” This tells the prospect that you respect his decision, and are interested in meeting his needs more than yours.

Let them decide and wait until you get that much-awaited feedback.

Conclusion

Selling is serious business. You don’t just meet with clients to showcase your brand. You need to carefully understand what influences them to make purchase decisions. Also answering all the questions they have in mind will help you make sales and foster good relationships with them.

Making yourself likeable is important to make a good impression and convince them that you’re professional, credible, and trustworthy.

Share your exceptional work by highlighting different awards and recognition that your business received to help them know about your brand.

Mention how your product and services will meet their needs and bring satisfaction to them. This will help convince clients that their needs are your priority, and you want to give the best.

Emphasizing your brand’s benefits and respecting their decisions will enable them to feel that you care about them.

To get your clients to agree with you, impress, incentivize, and do follow-ups to stay in contact with them.

Let our team help and assist you with your presentation needs by giving you a free quote!

 

References

“Are You Helping Your Customers Decide To Buy?” Lifestyle Tradie. April 20, 2015. Accessed December 14, 2015. www.lifestyletradie.com.au/helping-customers-decide-buy
“Following Up.” Boundless. n.d. Accessed March 11, 2016. www.boundless.com/marketing/textbooks/boundless-marketing-textbook/personal-selling-and-sales-promotion-14/the-personal-selling-process-91/following-up-456-6620
“How Do Customers Decide to Buy?” TinderBox. August 24, 2012. Accessed December 14, 2015. www.gettinderbox.com/how-do-customers-decide-buy
James, Geoffrey. “How Customers Decide to Buy.” Inc.com. June 22, 2012. Accessed December 14, 2015. www.inc.com/geoffrey-james/how-customers-decide-to-buy.html

 

Featured Image: “Customer” by 10ch on flickr.com