| There's a quick sales training technique that will | | | | them some questions so that you will know which |
| prevent early objections and motivate your | | | | of your products they are more likely to buy, is |
| prospects to answer your sales questions. | | | | not going to light them up or motivate them to |
| Many sales pitches are stopped by prospects as | | | | respond. |
| the seller tries to move through the sales stages. | | | | The obvious benefits are those they could gain by |
| For example when you complete a brief sales | | | | you presenting the best products or services for |
| introduction and then try to get the prospect to | | | | their needs. But also consider other benefits they |
| move with you to the questioning stage. If you | | | | gain from answering your questions such as: A |
| haven't given the buyer a motivating reason to | | | | more efficient and time saving meeting or |
| answer the questions then they may not want to | | | | telephone call with you. You can quickly tell them |
| give you their time. Instead of moving with you | | | | whether you can offer them any products or |
| to the next stage of the sales pitch they raise an | | | | services, i.e. qualify them as a potential customer. |
| objection that stops the meeting or telesales call. | | | | Once you have your list of potential prospect |
| The jump from the friendly sales introduction to | | | | benefits, put them into motivational sentences and |
| having to answer questions, and think about | | | | add them to your sales pitch. |
| details and information, is a determining point in | | | | Here are some examples to get you started: |
| any sales pitch. If the prospect moves with you | | | | If I can ask you a few questions about your |
| and answers your questions you have got them | | | | business I can then put together the most cost |
| one step closer to closing the sale. From a | | | | effective proposal for you. |
| prospect's viewpoint they make a decision, | | | | Let me ask you about how you would use the |
| consciously or sub-consciously, to take that step | | | | service and then I can recommend the one that |
| with you or stop the sales process. A really | | | | will give you the best return on investment. |
| effective way to prevent this happening, and | | | | You know your business needs better than I do, |
| keep your sales pitch moving smoothly, is to | | | | so if I can ask you for some details we can work |
| motivate the buyer to move to the next sales | | | | together on finding you the best way forward. |
| stage. Give the prospect a reason to answer | | | | The motivating line has to be in your own words, |
| your sales questions. Include a potential benefit for | | | | and specific to your customers and what your |
| the prospect that will motivate them to give you | | | | products or services can do for those customers. |
| the information you need. Show them what they | | | | You also have to take into account the |
| could gain in return for their time. | | | | relationship with the prospect, the value of the |
| The sales training technique | | | | sale, and how formal the sales meeting or |
| List all the possible benefits that a sales prospect | | | | telesales call will be. Using this sales training |
| could gain from answering your sales questions | | | | technique will make your sales pitch far more |
| and giving you the information you need to form | | | | effective and stop those early sales objections |
| your sales presentation. Remember, these have | | | | that stop your sale before it reaches the |
| to be benefits for the prospect not just you the | | | | questioning stage. |
| sales person. Telling a buyer that you want to ask | | | | |