The old-school sales trainers have been teaching the same played-out ideas for over 100 years. The crazy thing is that most of these ideas simply don’t work anymore. In this video, I will show you fool-proof sales techniques that do work today.
Click the video below:
Four Sales Techniques that Work Every Single Time
#1. Connect. Building rapport doesn’t get it done anymore. Prospects are more distrustful of salespeople than ever. We must connect with our prospects.
First, we must make them perceive us as similar to them—so they can feel closer to us. And second, we want to be perceived as someone who truly wants to understand the prospect’s world and situation.
#2. Disqualify. Not all of your prospects will be a good fit for your services or products. I would say at least 50% of the prospects you’ll ever encounter are not a fit. Nevertheless, here you are, trying to persuade them to do business with you—a huge time sink.
Rather than focus the conversation around how great your product or service is, focus on whether your offerings will even be a good fit at all. This will separate you from the competition, establishing you as a complete expert in your prospects’ eyes.
#3. Case study presentation. Most salespeople have been taught to present with lots of enthusiasm, but unfortunately, that’s what everyone is doing. It’s really old—over a hundred years old, in fact.
Instead of all that annoying melodrama, think about how you can present your solution in the form of an actual case study. Give examples of how you solved some of your clients’ challenges in the past, with specific and concrete cases. This way, your presentations will be so much more engaging—leading to many more closed sales.
#4. Have a three-option proposal. No proposal should have just one option, and yet most salespeople present only one solution or option. This limits the sale’s size to what you think your prospect will go for.
The other issue is that this approach gives prospects no other options to choose from, leading to them possibly shopping around your idea.
So instead of just offering one option, offer three, ranging from within your prospect’s budget to well above it. But at the same time that top option should provide high value. In fact, many prospects will take that top option, making the sale much bigger than you ever thought possible.
These four sales techniques will work for you. It’s amazing what just a little tweaking of your approach could result in.
I want to hear from you which of these four ideas benefited you the most. Be sure to share below in the comments section, and I will get to every comment that I possibly can.
Thanks again for a great mailer, we have incorporated number 2 & 5 more than the other line options but those two line items have changed the way we present or if we present at all! Resulting in an increase of time to work on other projects and increased revenue.
Hi Mike, really psyched to hear that result!
No.3 was the one spoke to me the most. I am an enthusiastic person and know that is part of what attracts people to me. Throwing in the case study option will solidify a sale for sure. Thanks Marc!
Case studies can make a massive difference Nathalie!
Hi Marc, I thought that the three option suggestion was most valuable for me of the four strategies that you talked about.
Cheers,
Don
Three options will make a massive impact on both your close ratio and typical sale size. Great to hear Don!
Hi Marc, as a advertising director, I’m always telling our people to qualify your customers. It will save time in the long run.
Great point Bill. By disqualifying prospects, we can eliminate those that aren’t a good fit.
Marc, I think option 3 case study is one of the best because it gives real life proof of the results one can provide.
Thanks,
Dana
Totally agree Dana. Case studies are insanely compelling…
Hi Marc,
Technique #4 resonated with me.
A great way to address the pospect’s needs AND wants!
Thanks-
Jake
Hi Jake, the 3 option proposal will change your world. Good luck!