Joey Styles Sales Tips
by Joe · 45 things on Twos
- Build Rapport
- Make small talk with the customer, become friendly, make them feel comfortable with you as a person because they are already walking up with their walls up.
- People don't like sales people, it is your job to alleviate them from this.
- Customer discovery
- It is all about the customer you are speaking to. They are the person that will make the decision whether or not to do the deal. So getting to know what their needs are is the most important element of any pitch.
- Questions, questions, questions. If they are a hot lead (aka they have some need for the product/service you are offering) then the more you can figure out why they are there the better.
- Some example questions...
- What is the most important feature you are looking for in XYZ?
- What/who do you currently use?
- What could they/it do better?
- What are you comfortable paying?
- Would you go outside of that price range if you found the perfect fit?
- All of this is with the intent of finding the most important element to any pitch
- The hot button issue
- The one thing that matters the most to the client. They are experiencing a pain point with their current solution which has put them in front of you.
- It is your job as the salesman to find that issue and only focus on how what you are offering will alleviate them from that pain.
- Some example pain points...
- Price
- Safety
- Lack of features
- Old Age
- "Cool" factor
- Once you find the hot button issue move on to #4
- Do not overwhelm the customer with options
- By this point you have found the hot button issue. It is now your job to hold yourself back from offering everything you could potentially offer and only present 1-2 options MAX
- People are much more capable of making a decision when they are not overwhelmed with options
- Think about being a kid in a toy store, everything catches your eye, it is nearly impossible to make a decision, and then when you do - you regret the other options you left on the table.
- Once the customer has given you enough reason to believe you have made the right choice for them...
- Ask for the business
- People are most motivated to make a decision when they are prompted to do so
- Once you have built rapport and feel like you have properly explained all of the key features/benefits, it is time to ask for the business.
- "So, now that you have seen how your life can improve with this offer - are you ready to sign some paperwork and get this deal done?"
- When objections occur
- Objections are common in any sales negotiation. The customer simply wants to protect themselves from regretting their decision.
- Feel, felt, found method
- "I can see how you feel, other people have felt the way you have, and they found that their opinion was invalid"
- This is intended to make them feel like they are not alone in their concerns, that you are listening to them, and that you will do what it takes to help alleviate their concerns
- "You told me" method
- Remind them what they told you they were looking for in your customer discovery and ask why they all of a sudden are having a change of heart
- "You told me you wanted something more safe, that is what I can offer. Is that not something that is actually important to you?"
- Follow up
- The biggest piece of avoiding any resentment is following up after the sale and making sure the customer feels listened to.
- 70% of big ticket items come with post-purchase dissonance. It is your job to alleviate any of that dissonance.
- Send a letter, text, or call at the least