HABITS OF THE FASTEST GROWING COMPANIES
Sure-Fire Methods To Help Someone Buy
With the availability of information on the Internet nowadays, most of your prospective clients/customers have already worked out if they want to engage with you before you ever speak to them. In reality therefore, selling is just making sure you help someone buy and nothing more. Any salesperson who thinks they can manipulate people otherwise is probably deluded or will have a lot of customers/clients returning their product soon after they’ve bought!
Helping someone buy is a subtle distinction from selling. We so often get it wrong by simply not fully listening to those we’re talking to and showing due respect that they are capable of making an informed decision by themselves. This takes confidence on the part of the sales team, and the fastest growing companies that Shirlaws works with, all work hard to instill sure-fire processes and techniques into how their staff talk to customers.
I don’t have the space in this post to go through the full framework shown above, which details exactly how to help someone buy. What I will do though is share some of the methods employed by a client of Shirlaws that over a period of three years was able to almost triple their revenue.
- Respect someone’s time by confirming with them how much time they have for the conversation.
- Show consideration that the customer/client has probably already done their background research on you; and therefore ask them to get specific about what extra they need to know by talking to you.
- Make sure that you haven’t just heard what the customer/client has to say about what they want to know, you have to had listened and have a mutual understanding. If there’s a glimmer of doubt, make sure you don’t stop talking about this until you’ve nailed it.
- Get to know and listen to the customer/client about their needs first before you start really talking.
- Understand that people don’t buy stats & figures, they buy when they know and/or feel that this is the right thing for them. Therefore, don’t ever start your pitch unless you know that they are in one of those states and ready to listen to you.
- Make sure when you pitch you only talk to what the customer/client wanted to know from you and things that are relevant to their needs. Extra information is just noise that will put them off.
- When you have finished telling the customer/client about your product/services, give them time to process the information. Be respectful of how that individual makes their decisions and let them come to the conclusion they want, in their own time.
The trick with helping people buy is its simplicity, it is fundamentally about showing respect and self-responsibility at all times. It is about knowing that if you build a relationship, the rest takes care of itself.