Customers are armed with more knowledge than ever before regarding products and services so creating the perfect sales pitch is vital.
Can you afford to lose 88% of your customers?
Studies show that at least 88% of consumers are choosing to read online reviews, before making any type of purchase. These customers are taking the time to study products and services inside and out.
No longer are customers relying on your sales pitch to guide them to make a purchase. Instead, they’ve already made up their minds before they even come to your company. They know what they want, or don’t want, and it can be difficult to get them to consider any other possibility.
Luckily, there’s one main thing you have going for you, that an online review doesn’t. You’re a human being, and people want to buy products and services from a real live person they can trust.
If you can learn to gain your customer’s trust, you’ll close more deals than ever before. Plus, a trusting customer is way more likely to refer you to family and friends.
Read on to learn everything you need to build trust with the ultimate sales presentation.
Expert Sales Pitch
You have to be an expert about whatever it is you’re selling. Otherwise, your customers will know, and they’ll doubt everything you have to say.
Start by learning your product inside and out. Whether you need to learn about mlm software, services, or physical product s, you’ll have to put in the study time.
Are you selling a service to your customers? If so, a great place to start would be by learning every benefit your service has to offer.
Do whatever it takes to memorize these benefits. Some people find it helpful to record themselves saying the benefits, and then playing the recording back while they drive. There’s something about hearing your voice, that helps drive the information deep inside your brain.
When you’re selling a product you need to know everything about it and be comfortable handling it. For example, let’s say you were selling vacuum cleaners. You can start by reading the manual and learning everything there is to know about your brand and model.
Similar to selling a service, you need to memorize all of the benefits your product has to offer. You should also memorize the features your particular model has that others don’t.
After learning all of the benefits and features, you’ll have to practice using the vacuum. The last thing you want is to look uncertain or confused when you’re showing off what your product can do.
Build Trust By Listening
A lot of people think delivering a killer sales pitch is all about saying the right thing at the right time. This misbelieve couldn’t be farther from the truth! If you want to have the best sales delivery and exceed your sales goal, you have to first learn to listen.
Selling is less about speaking, and more about hearing what your customers are telling you. Even the things your customers aren’t saying can speak volumes and help you identify needs.
If you spend all of your time talking to your customers, you’re most likely boring them to death. Even if they stand there and politely listen, they probably aren’t retaining the information you’re telling them.
Don’t worry though; this isn’t because you’re boring! It’s human nature to not listen very well. That’s why we included this section of the article just for you, to remind you to listen before you talk yourself out of a sale.
Why Listening Is Hard
Studies show that because humans think faster than they speak, listening doesn’t come naturally. While we can only speak about 125 words a minute, we have the mental ability to listen to 400 words a minute. When we try to listen our minds start to wander, and become bored, because of how fast they’re able to think.
After about 10 minutes of having to listen, our brains start to wander so far they begin shutting out almost half of the information we’re hearing.
To be successful you have to know how to listen and learn to direct the conversation using open-ended questions.
Use Open-Ended Questions to Identify Needs
A closed question means your customer has the option to answer with a yes or a no. A closed-ended question might sound like, “Would you like to know how this product can benefit you?”. After the customer replies with a “no”, where do you go from there?
Instead, focus on asking questions that are open-ended and encourage your customers to elaborate. Here are a few open-ended questions you could try asking:
- Why are you looking to purchase a new ____ today?
- What do you want from your new ________
- Describe your typical _____ routine for me
Let’s breakdown how these questions can help you close the identify needs and close the sale.
The first question, “Why are you looking to purchase a new ____ today?” is a great way to get your customers thinking about why they need you. It’s very common for customers to begin recounting negative customer service experiences they’ve been having that led them to you.
A complaining customer is your opportunity to be a shoulder to cry on. Listen intently to why they’re dissatisfied, and then empathize with them.
Visualizing the Purchase
The second question,” Why are you looking to purchase a new ____ today?”, is all about how to get your customer visualizing how you can help them. You want them to start picturing themselves using your product or service, and how that will make their lives better.
Identifying Need Moments
Finally, we come to the third open-ended question, “Describe your typical _____ routine for me.” This question will help you pinpoint specific moments that your product or service could be enhancing your customer’s life.
If they have a rushed morning routine, it’ll be easier to sell a protein-packed breakfast bar. If they have a life filled with clutter and disarray, selling a cleaning service will now be easier to propose.
Be Bursting with Energy
So far we’ve been talking about how what you should say during your sales pitch. However, what you say when you’re selling isn’t going to be as important as how you say it. Make sure that you’re approaching each sales presentation with a high level of energy and enthusiasm.
When you’re happy, people around you will be happy. Your positive energy will be contagious and customers will want to listen to what it is you have to offer.
On the flip side, if you’re low in energy or negative, customers will want to get as far away as possible from you. There’s nothing more repelling than a desperate salesperson that you can tell hates the job they’re doing.
If you want to have the pep in your step you’ll need to endure long days of selling, you need healthy lifestyle tips. Check out our lifestyle section to find out everything you need to know to be bursting with energy, today!