3 Known Sales Tricks that Most Seem to Forget
Perfecting the sales process is a never-ending task.
22:25 19 November 2019
As soon as you think you've got it nailed down, your numbers seem to start slipping and you're not sure why.
If you're currently experiencing this frustration, chances are you've forgotten several powerful sales tricks that work.
In this article, we'll take a look at three of these tricks you can start using to get those numbers back up where you want them.
Appeal to a customer's emotions
Most buyers make their biggest purchase decisions based directly on how they feel. Inundating a buyer with an overload of facts and benefits will drive them away from the buying experience. You've given them too much to think about. Instead, implement emotional storytelling into your sales pitch.
As an example, say you're pitching supplemental insurance to a customer. While it's important to detail for them exactly what the policy covers, it's more important to put the emotional need of the customer first.
Tell them a story about a current customer who experienced a bad injury on the job. Explain how the family was a one-income family that completely relied on this income, and how worker's comp only covered a percentage of the income.
Without your supplemental insurance, they would have lost their homes and struggled to put food on the table. With it, the worker got back on the job within six months without missing a single bill.
Give the buyer an "either-or" pitch
This trick works because it takes away the "yes or no" response by giving them a decision about this product or that product. You're telling them that either option makes sense for them, and they should choose for themselves which one is the best fit.
It's also incredibly important not to give a buyer too many potential options. This will work to overwhelm them. It's likely to put them into "I'll have to think about it" mode. And you know what happens most often when a buyer tells you that. You'll probably never hear from them again.
Keep a positive attitude no matter what
Entering a sales pitch after being told no a dozen times in a row is difficult for almost every salesperson. But if you're entering a new pitch with a beat down attitude, you have next to no chance of closing a sale.
Being surrounded by a positive and effective sales team will help keep you on track. According to Brady Anderson from SalesRabbit, the key to a successful sales team is sales rep motivation, team efficiency and sales mastery. By staying positive and learning from your team, you'll know what to say to a customer at every given point of your pitch. You'll close more sales, stay motivated, and master your process.
You'll also motivate the rest of your team to do the same.
Keep in mind that the person you're selling to hasn't heard your prior pitches. They will only hear this one. Treat each buyer like the unique opportunity they are.
Stay on Top of Your Game
Being a consistently top performer is no easy task. By remembering and utilizing these three tricks, you'll be a step ahead of the game with every pitch you make.