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Closing a Deal Without Assuming a Salesperson’s Role

Contrary to popular opinion, there’s nothing inherently wrong with hard selling. If you know you have a wonderful product that should see the light of day, then by all means go and sell it hard. However, you need to be wary of the caveats and repercussions that you may encounter along the way. Make sure that when convincing a prospect of the value of your business, you remain honest and true. Also, before going around and trying to talk people into investing in your product, make sure that you’re adept enough to communicate and empathize with them.

The problem with most salespeople today is that all they care about is closing the deal. They don’t bother about being honest with the consumer. They hardly go out of their way to find out what the consumer really needs. This is exactly why sales agents have developed a notoriety so ill that people recoil when they see a salesperson trying desperately to catch their eye. The harsh truth is that being a salesperson today is synonymous to being pushy and annoying. If the economic landscape is to reach a higher bar, this stigma has to end.

The Logic Behind Using a No-Pitch Promotion

No one can change the salespeople’s reputation but the salespeople themselves. Many companies have already figured out the right ways to reach consumers without distressing them. Surely, a lot more would follow if only they knew how. If you still haven’t employed the right techniques in selling without coming off as obnoxious, here are two of the main reasons why you should change your ways now:

How to Make a Deal Without Sounding Like a Salesperson

  • To take the pressure off the audience

What seems to be the salespeople’s role today is to serve themselves and their company. However, there should be a shift in perspective. Instead of thinking of their own good, salesmen should serve customers and see how they can help alleviate their concerns. Instead of inconveniencing prospects, salespeople should strive to make matters easier and more convenient for them.

The last thing you want as a salesperson is to give the impression that you’re trying to squeeze every penny out of your customers. Shoving the product down the customers’ throat won’t make them pay for it. Put them at ease and let them be comfortable so that they can make that decision for themselves.

  • To differentiate yourself from corporate players

One of the advantages that a small business holds over a goliath is that it has an option to personalize the customer experience. Customers like it when they’re treated in a special way. This is why even big players in the business field should try to mimic the small-business model of sales. As a salesman, you should be more personable. Take your time in easing the prospect into your business. Instead of rushing to pocket the money, let the sales process unfold. If you focus on attending to your client’s needs before anything else, the deal will close itself.

How to Make a Deal Without Sounding Like a Salesperson

Four Proven Ways to Sell Without Being Aggressive

Most salesmen are torn between hard selling and using alternative sales techniques that are subtler and less aggressive. On the one hand, hard selling makes a salesperson feel like s/he has done everything in his or her power to gain a new customer. On the other hand, it is usually a turn-off to customers, and therefore, a big no-no. Fortunately, there are easy and effective ways to sell without sounding like a salesperson. Here are some of them:

1. Be transparent about your business processes

Make your business processes open for the public to see. Share every thought and effort that went into creating your product or developing your service. Tell your prospects what went wrong and what worked out in the end. In other words, lay your brand bare before them.

By doing this, you’re essentially inviting people to trust you and see you not as a business without a face but as a familiar friend whose struggles and successes they had the privilege of knowing. By being vulnerable and letting them into your business’s personal bubble, you’re giving them an invitation that they can’t turn down. The bottom line? Genuine stories sell.

2. Demonstrate what your product does

Merely talking about the product won’t cut it. To persuade a crowd of skeptic consumers, you need to let the product speak for itself. Show your prospects exactly how your product works so that they can judge for themselves whether it’s good enough to satisfy their needs. A product demonstration is a quick and effective way to tell someone just how great your offers are without actually telling them.

How to Make a Deal Without Sounding Like a Salesperson

3. Pitch at the right time and in the right place

Timing is key in every field, and it’s not surprising that it’s just as important in sales. A good salesperson can tell when it’s appropriate to approach a customer with a product offer or when it’s best to just drop it and focus on addressing the customer’s immediate concerns instead. Watch for external cues that will give you hints on whether or not a customer is open to a sales pitch. If you insist on troubling a prospect, you might end up losing a potential client for good.

4. Focus on addressing the consumer’s pain points

It only makes sense that if you let your prospects do the talking, you can’t possibly annoy or offend them. In fact, if you assume the role of a listener from the start, it’s likely for them to relax and feel comfortable around you. That said, before you make a pitch, make sure to hear out your customers’ side of the story first. Let them spill out their concerns so that you can thoroughly assess the situation. Only talk when you know that you have something useful to offer. Your proposed resolutions should revolve around their problems. Remember, the goal is to help the customers, not to take their money.

The approach to sales described here isn’t new or farfetched. In fact, it has been used by top marketers for many years now. However, until every salesperson learns how to use the methods of soft selling to better attract and gain customers, the reputation of the sales world will be stuck in the dead zone.

 

Resources:

Charles, Jeff. “5 Easy Ways to Sell Without Being Pushy or Obnoxious.” Small Biz Trends. August 31, 2015. smallbiztrends.com/2015/08/easy-ways-to-sell.html

Flynn, Pat. “How to Sell Without Selling: The Art of No-Pitch Promotion.” Smart Passive Income. May 20, 2014. www.smartpassiveincome.com/how-to-sell-without-selling-the-art-of-no-pitch-promotion

Gregory, Alyssa. “12 Tips for Using a Soft Approach to Make the Sale.” Sitepoint. June 22, 2010. www.sitepoint.com/using-a-soft-sales-approach

Iannarino, Anthony. “Don’t Mistake Selling for the Hard Sell.” The Sales Blog. May 28, 2010. thesalesblog.com/2010/05/28/don%E2%80%99t-mistake-selling-for-the-hard-sell

Nornberg, Vanessa M. “3 Ways to Tell When a Customer Is Ready to Be Sold.” Inc. August 8, 2014. www.inc.com/vanessa-merit-nornberg-nornberg/3-ways-to-tell-when-a-customer-is-ready-to-be-sold.html

Verrill, Ashley. “How to Sell Without Sounding Like a Salesman.” Scott’s Marketplace. July 17, 2013. blog.scottsmarketplace.com/how-to-sell

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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

How to Sell Your Sales Pitch by Not Sounding like One

According to ad veteran Luke Sullivan, the role of every sales pitch is to sell the merchandise. Some presenters dress up their PowerPoint decks with catchy fonts. Others use dated pop-culture references to sound funny.

But there’s always a risk that presentation style and gimmicks will distract the audience from what you want to sell.

Clients will also be sitting through several other sales presentations. If each competing pitch uses similar catchy gimmicks, this results in clutter. The trick to cutting through this clutter is to be professional enough to not sound like a normal sales pitch.

How can you do this?

Make it simple.

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Know Your Product Well

Simplicity is the PowerPoint professional’s best friend. This maximizes the time you have to pitch your offering, ensuring your concept doesn’t overtake the product, but reinforces your pitch.

As renowned author, Jim Aitchison suggests, knowing every aspect of your product to keeping it simple. Once you have enough information to make a short description, start getting ideas to make an interesting sales message.

Don’t use interesting gimmicks before showing your product. To make your sales presentation interesting enough, avoid sounding like a typical hard sell.

An effective way to talk about your offering is to present your pitch as if you were telling a story. People can more easily remember information if they receive it in the form of a narrative.

Get to the point at the start, describe your product, and focus on what your clients get out of it.

The Catch: Make It Interesting

One thing shared by every PowerPoint professional is a balance of showing your merchandise and an interesting execution.

This balance doesn’t let your presentation idea get in the way of what you show, simply because it comes from your product.

Once you have that one main offering to feature in your sales presentation, be it a phone with more memory, a car that runs on less fuel or a more comfortable brand of shoes, center your presentation strategy on supporting it.

Decide what strategy this will be. Ask yourself the following questions:

Do you want to focus on citing facts known only to your product?
Do you want to show your advantages over the competition?
Do you want to make your benefits the main attraction?

Conclusion

Selling your product is your main objective, and you need clients to invest in your offer. Using gimmicks can be interesting, but not necessarily translate into tangible sales.

Knowing your product should always be your starting point for getting great presentation ideas. After you know your product inside and out, talk about its benefits in an engaging manner, be it through storytelling or by getting straight to the point. Center your presentation strategy on the one main offer you want to emphasize to create a solid proposal.

To make the most out of your presentation ideas, get in touch with a presentation professional to take your ideas further.

 

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References

Aitchison, J. Cutting Edge Advertising: How to Create the World’s Best Print for Brands in the 21st Century. Singapore; New York: Prentice Hall, 2004.
Craft Your Corporate Presentations into a Great Story.” SlideGenius, Inc. May 15, 2015. Accessed July 6, 2015.
Hard Sell Definition.” Investopedia. 2010. Accessed July 6, 2015.
Sullivan, L. Hey, Whipple, Squeeze This! A Guide to Creating Great Ads. Hoboken, NJ – J. Wiley & Sons, 2008.

How to Introduce Your Product for Sales Presentations

A sales presentation is like an elevator pitch that introduces your product to potential customers. Making a favorable impression can be difficult if you fail to convince clients about the value provided by your products.

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Incorporate a unique selling point during a product launch.

Your main goal is to establish credibility, so leverage your brand and obtain a positive response from your target market by introducing your product in the best way possible.

Translate Features into Benefits

Sales Presentation
Sales Presentation

Every product feature answers these questions:

What’s the size?
What’s the price?
What does it offer?

These details let you briefly explain the technology you’re selling.

Citing product features alone won’t convert your audience into prospective clients.

Don’t let them ask, “What’s in it for me?” Rather, make them say, “That’s what I’m looking for.”

Instead of pondering on the “what,” focus more on why they should get your product.

Understand the current market situation and give them answers that solve their problems.

Anticipate Objections

Audiences always have something to complain about. Anticipate the possible objections that they’ll raise.

Victor Antonio, a world-renowned keynote speaker and trainer, noted that pricing is one of the biggest objections in sales presentations. He sidesteps this issue by cleverly jumping into the solution: “Instead of hiding it, say something like, ‘Our prices are typically higher than our competitors and there’s a reason for that and I want to explain it to you.’”

List Down Previous Clients

Prove your product’s effectiveness—include a slide showing how well your product has worked for existing customers. Articulate your offering’s advantages with testimonials stating how your previous buyers have from it.

Conclusion

Convincing an audience isn’t as easy as simply throwing information at them. They’ll always object to at least one point, and it’s your job to prove that you’re still the solution to their problems.

When introducing a product, offer a summary of important facts, key features and benefits, and answers to anticipated objections. Put them together and you have a winning combination for a successful sales presentation..

Need help with your sales pitch? SlideGenius can help you build a presentation that leverages your brand. Visit our site to learn more about our PowerPoint services.

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References

Presentation Tips: 5 Easy Ways to Establish Your Credibility.” SlideGenius, Inc. 2014. Accessed May 19, 2015.
How to Create a Product Presentation.” InfraSystems. Accessed May 19, 2015.
How to Sell Your Product or Service – Developing Options for Clients (Part 9 of 11).” Victor Antonio. Accessed May 19, 2015.