My approach to selling anything is first to ask questions to understand the prospect’s needs, wants, goals, and/or pain. Then I determine if the product or service I have to offer will improve their situation. My strengths lie more in solution-oriented selling than “one-size-fits-all” sales. I am a firm believer in long-term sales for business success. Long-term sales are built by creating not just satisfied customers, but raving fans who will be so happy and excited about the product/service they bought that they will act like advocates, telling everyone they know, which will ultimately generate referrals for the company.
My consultative, solution-based selling style does not yield a 100 percent closing ratio because if you are a) actually selling something of value that potentially benefits the buyer, and b) are in business with the goal of long-term success, then not every prospect should buy what you are selling. If you are looking for a salesperson who will yield repeat customers, create a long-term, high closing ratio of sales/enrollments, use persuasion skills and abilities centered on doing the right thing for both the prospect and the company, and maximize every sales opportunity to the fullest, then I am the best fit for that role.
When it comes to selling, one of the main things I have learned in my career is that prospects’ internal fears will create barriers to them buying. I believe in personality/behavior-based persuasion that centers on helping prospects get out of their own ways so they can move toward better states in their lives, hopefully by purchasing the offered product/service. Objections, concerns, questions, and barriers during sales interactions are usually signs of prospects’ fears kicking in. The salesperson’s goal is to overcome those fears.
A lot of new sales reps get flustered when prospects ask them questions or have barriers (time, money, approval from others) that cause the sale not to be completed in that moment. I have developed my selling mantra to be that I “left it all on the field,” even if I didn’t get the sale of a qualified buyer. I will push through every barrier and objection the prospect gives me. My focus is not to give up once I know the other person really does need what I am selling. In each selling environment I have been in, my goal has been to foresee these buyer-related obstacles and deal with them before they can even be brought up. If the prospect brings up an issue that hasn’t already been addressed, I will acknowledge the issue, respond, and continue toward the sale.
No matter what is being sold, the best approach for a sales rep to take is similar to the way a doctor operates. Your reps should be asking questions and digging as deeply as they can to find the prospect’s pain. Then they should figure out how what they are selling solves that pain. It is also important to train your reps to stay in control of the conversation by asking questions and not getting on the defensive early on over the prospect’s questions. Here’s a good line for your reps to memorize: Prescription Before Diagnosis Is Malpractice. Don’t let them quote rates or fees before they are ready.