They say every sale has five common basic obstacles, however the fantastic news is if a sales professional has the correct sales process, sales collateral and the necessary skill set these can be easily overcome. Selling is not that complicated when you have the correct skills at your disposal. Below are some of the things that you need to do to ensure these five areas are not obstacles for you.
No trust, No need, No Desire, No hurry, No money
1/ No trust: Any client has to feel they can trust the sales consultant and the company that consultant represents and its products/services. If a client is to trust you, they must first like you and this is quite easily done by building excellent rapport. You also need to be knowledgeable on your products/services, do what you say you are going to do, be sincere and have the appearance of a professional in all areas.
One of the most efficient ways to have a client trust your company is for all consultants to have very well-crafted company credibility statements.
2/ No Need: If we ask clients the correct questions we will uncover what their real needs are then personalise our presentation to satisfy those needs.
3/ No Desire: If they don’t see the need they definitely won’t desire your product! We have to get the client to desire our product/services not just be interested in them. This will only happen when you have got the client to a point where they can’t see themselves living without your product or services. To do this you will need to build enormous value into your product/service, personalise it for their needs, create a sense of urgency and paint them in the picture.
4/ No Hurry: We have to instil a sense of urgency in the client to act now. You need to create a sense of urgency from the minute you first speak /meet the client. Without urgency desire loses its value. Building a sense of urgency is a combination of need building, building value, building desire and your unbelievable enthusiasm for your company’s product and services.
5/ No money: More like “No Money for you!” Who has never in their life gone and purchased a product or service when they know that money should have been allocated elsewhere? When a client says they have no money, what they are saying you didn’t do a good job in the above four areas. When a client can’t see themselves living without your product or services, they will find the money.
As you can see a lot of the necessary steps in each of these areas cross reference with each other, which means it is critical that we don’t leave out any of the necessary steps.
Definition of Insanity:
Insanity is doing the same thing over and over again expecting different results
Albert Einstein
