There's more than one approach to making a sale. That might sound like obvious advice to an experienced sales person, but the truth is that most salespeople don't apply a very large arsenal of selling techniques for closing sales. Instead, they usually have one or two tried-and-true go-to sales techniques, leaving the rest of the techniques pretty much unused.
The first approach many sales teams take is to "paint" the presentation of their company in the prospects' face: the message, the logo, the slogans. These messages are usually well rehearsed, and they're crafted to be compelling. And, they're usually accompanied by other sales techniques designed to further "sell" the prospect on the company. These techniques don't necessarily add value.
Another tactic that many sales techniques employ is "keyword mining." Essentially, a sales team "goes looking" for keywords in the copywriting material of their prospective clients. This is problematic for two reasons.
First, the sales team often has no idea what these keywords mean. In fact, there's a good chance that the prospect has not even heard of the product or services the prospect is pitching. Second, these keyword searches can be expensive, both in terms of time and effort. And, because there's typically no conversation between the prospect and the sales team, those pain points that the prospect points out (or that the sales team discusses) rarely get addressed.
Another approach many sales techniques employ is simply to go into conversation with sales reps. "Good selling practices" abound in every marketing department. There's even a whole sub-industry devoted to selling training - including e-books, conference participation, workshops, seminars, and telemarketers. Sales reps are taught to listen. They're told to look for opportunities to solve a customer's problem with the product or service. "Natural sales techniques" abound, and they work - until they don't.
When it comes to closing the sale, though, most sales techniques are based on the "closing process." Closing someone down to buy is the last thing most salespeople want to do. In order to close a sale, a prospect needs to feel as if the company understands them and what they want. Salespeople help achieve this by listening to prospects, engaging them, and explaining why the product or service is a good fit. At the end of the sale, most people leave feeling as if they've really made a difference.
But even when sales techniques can get you to that point, there's still a risk that the customer may never buy from you again. If you want to close a sale and make sure that the prospect buys from you again, you have to focus on other aspects of your business application. One of the best ways to make sure that customers will come back to purchase more from you is to be sure that Premium Members is happy with their membership.
Salespeople need access to information to help them close the best possible deals. That's why Premium Memberships gives sales techniques a real head start. Sales Techniques Premium members can use in their conversations with prospects to help them close more sales and create more profits - and the relationships that result mean long term profits for the business. So Premium Members can be confident that they're working with the most effective sales techniques around.
One of the best ways to understand what makes a prospect tick is to listen carefully. When you're talking with a prospect, don't just assume that the only thing that matters to the prospect is price - we've all been there! You also need to understand the pain points that keep prospects away from buying from you - it's those very same pain points that you should be focusing on too. In order to help your business, you need to be listening keenly.
The great thing about Premium Memberships is that they bring you one-on-one sessions with your best prospects. During these one on one sessions, you can learn about their likes and dislikes, their career goals and aspirations, and in some cases - their entire life story. By learning about their complete situation, you'll gain a deeper understanding of exactly what makes them tick. This type of personal connection with your clients gives Sales Techniques an extra leg up when approaching new prospects - creating a more intimate and rewarding relationship selling to the right people.
Sales Techniques are not magic. They require a great deal of business knowledge and experience. But once you master the technique(s) involved, the magic comes naturally. And the real value of Sales Techniques is that it gives you an edge over your competitors. The next time you hit the road with your sales techniques, think about how you might use this powerful sales technique to close more sales for your business.