You are supposed to control the sales process and lead the prospect to pass up to the end point. If you let the prospect dominate the sales presentation, it means you give up control and allow communication without focus. The
first key to selling is to always be in control of the sales
presentation process and monitor the various reactions and responses are
indicated by the prospective prospects, as well as control all
disruptive behavior, which may occur throughout the process.
If you do not understand and explore the prospects mindset, you will find that it is difficult sale. Most salespeople spend the best part of their time to think about herself, while the prospect filled 2 big questions as follows:
01. What benefits can I get from you??02. Can I trust you??
A good Enterprise Architecture should provide a logical and emotional answers to the two questions above.
Successful sales demand that salespeople put their personal egos after the needs of the prospect. Sales is not the place to get the fulfillment of the needs of the sales force, but places like the sales force to meet the various needs of potential clients. Therefore control your desires and ego to conquer the prospect.
Prospects who purchase services or products you offer is not solely due to a variety of features and benefits you offer, nor is it because of the greatness of your presentation. However, because your ability to control emotions prospects. Fear is the main emotion that you learn and control, even though the prospect may not be aware of it. It is your responsibility to uncover, understand, and explain the various fears that makes the prospect of hesitation and threatened to derail the sales closing
Keywords: You get the best out of others when you give the best of yourself
There are four fears that can thwart the sale are:
01. Taking fear the wrong decision. There is no 100% guarantee for the prospects that buy goods or services from you will not give great benefits to prospects, as well as many that offer the same goods and services to prospects, thus making the prospect confused and afraid to make decisions
Solution: Gather as much information about the product or service from your competitors, learn what the benefits and drawbacks. Steering based on the information carefully explain to the prospect of the main features of your product or service compared to the same product or service from your competitors.
02. Fear your credibility. For example, people who have never ordered product will be more afraid of you than people who have never ordered from you
Solution: Make them know about who you are, how your skills, how you honesty, how do you credibility in the eyes of the public. Give some references of people who have been ordering products from you, and have them ask the people who have never ordered from you about who you are
03. Fear giving up control. Prospects want to be the one who makes the basic rules, run the process, and feel they have full control over the sales force
Solution: Ask for approval before going any further in any sales discussion. This tactic enables you to manage the sales process and at the same time also will position prospect equivalent position in relationship with you so that he still feels comfortable
04. The fear of losing self-esteem. Humans have emotional ties with money and ego. Prospects who have been disappointed with the products or services that you are offering is the same as the most serious emotional factor that you will face.
How and what you say should express concern, appreciation, and your patience, because sales skills are the most difficult to maintain patience
Keywords: If you walk in with information about yourself, the prospect will regard you as a seller. But if you come up with ideas and answers, they will regard you as a resource
If you do not understand and explore the prospects mindset, you will find that it is difficult sale. Most salespeople spend the best part of their time to think about herself, while the prospect filled 2 big questions as follows:
01. What benefits can I get from you??02. Can I trust you??
A good Enterprise Architecture should provide a logical and emotional answers to the two questions above.
Successful sales demand that salespeople put their personal egos after the needs of the prospect. Sales is not the place to get the fulfillment of the needs of the sales force, but places like the sales force to meet the various needs of potential clients. Therefore control your desires and ego to conquer the prospect.
Prospects who purchase services or products you offer is not solely due to a variety of features and benefits you offer, nor is it because of the greatness of your presentation. However, because your ability to control emotions prospects. Fear is the main emotion that you learn and control, even though the prospect may not be aware of it. It is your responsibility to uncover, understand, and explain the various fears that makes the prospect of hesitation and threatened to derail the sales closing
Keywords: You get the best out of others when you give the best of yourself
There are four fears that can thwart the sale are:
01. Taking fear the wrong decision. There is no 100% guarantee for the prospects that buy goods or services from you will not give great benefits to prospects, as well as many that offer the same goods and services to prospects, thus making the prospect confused and afraid to make decisions
Solution: Gather as much information about the product or service from your competitors, learn what the benefits and drawbacks. Steering based on the information carefully explain to the prospect of the main features of your product or service compared to the same product or service from your competitors.
02. Fear your credibility. For example, people who have never ordered product will be more afraid of you than people who have never ordered from you
Solution: Make them know about who you are, how your skills, how you honesty, how do you credibility in the eyes of the public. Give some references of people who have been ordering products from you, and have them ask the people who have never ordered from you about who you are
03. Fear giving up control. Prospects want to be the one who makes the basic rules, run the process, and feel they have full control over the sales force
Solution: Ask for approval before going any further in any sales discussion. This tactic enables you to manage the sales process and at the same time also will position prospect equivalent position in relationship with you so that he still feels comfortable
04. The fear of losing self-esteem. Humans have emotional ties with money and ego. Prospects who have been disappointed with the products or services that you are offering is the same as the most serious emotional factor that you will face.
How and what you say should express concern, appreciation, and your patience, because sales skills are the most difficult to maintain patience
Keywords: If you walk in with information about yourself, the prospect will regard you as a seller. But if you come up with ideas and answers, they will regard you as a resource
Management Menuju Sang Pemenang
S.M.Manalu,SE
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