Wednesday, October 7, 2009

A Surefire Way To Turn Prospects Into Buyers

If you're running into resistance from clients one of the main reasons could be that you haven't gotten them interested. The path of least resistance is for your prospects to say, "Tell me more!" Today sales trainer Jim Klein shares several ways you can get your prospect excited and ready to buy.

Make a Big Promise

You need to break your prospects preoccupation, and make a big promise. A big promise is something you know you can provide, or you believe you can help them achieve, and you know there's probably a pretty good chance they want it.

State a Feature That Backs Up Your Big Promise

What is a feature of your product or service? It's something that your product or service has to offer your prospect. It should be a major feature of your product or service, and preferably one your competitors do not have. In other words, fire your big gun, if you know what I mean. Hit them with the biggest and best feature you can offer.

Don't save it till the end of your presentation, because if you don't get their interest, this will be the end.

Give Them a Logical Benefit


Step three is to give them a logical benefit. People buy products or services based on emotion; however, they justify their purchase based on logic. So give them a real strong logical benefit to justify their purchase. Something you're sure that most of your target market and your ideal clients would want.

Give Them an Emotional Benefit

I'm sure you already know, as I stated before, people are driven by emotions. They make decisions, especially buying decisions, based on emotions. So, you want to give them a real strong emotional benefit they will receive by buying and using your particular product or service. An emotional benefit they will feel at the very core of their being.

There are 10 emotional triggers to make people buy.

Here they are:

1. make more money
2. save money
3. save time
4. look better
5. learn something new
6. live longer
7. be comfortable
8. be loved
9. be popular
10. gain pleasure

Some other emotional benefits are feelings of luck, success, recognition, security and freedom.

Back Everything Up With Evidence


Talk about how you've done the same for other people or companies just like them. If you have worked with someone they might know or recognize, maybe a top person or company in their industry, then get specific and use the name.

You want to show them you understand the industry, and you've been successful helping other people or companies with your product or service. If possible, let them know the exact results you have helped others attain.

Ask For Permission to Ask Questions or Probe


Many salespeople will just jump in and begin the qualifying process, assuming the prospect knows you are meeting so you can ask questions about their situation. However, it is common courtesy to ask the prospects permission to ask your fact-finding questions, and it will put the prospect at ease. It also shows respect, and sets a positive tone for the sales presentation.

Furthermore, because many of your competitors will not employ this simple courtesy, asking the prospects permission will set you apart from your competition, and will continue to build deeper rapport and trust with your prospect.

Your lead in to the fact finding portion of the sales process can be as simple as:

"Now I would like to ask you a few questions, is that okay"?

"By creating interest before you start probing for the problems you can solve with your product or service, you put the prospect in a 'tell me more' mentality," says Klein. "Put it all together and you will create excitement and willingness in your prospect that will allow you to dig deeper to uncover their true motivation to buy."

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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