Many sales professionals do not realize that knowing their products and services inside and out is only half of the sales equation. The other half is comprised of how sales representatives speak and relate to their prospects. Research shows that the average salesperson talks over 81% of the time during the sales presentation.
Truth be told—you will close more sales by keeping your mouth closed during critical stages of the sale. Dale Carnegie was featured in Inc.’s 10 Greatest Salespeople of All Time article because of his pioneering approach to influencing prospects using effective human relations principles instead of common hard-selling tactics.
Regardless of how long you have been in sales, when you are ready to propel your performance, consider enrolling in the Dale Carnegie Sales Advantage course. It offers a comprehensive process for effective sales that will not only make you rich in sales revenue, but will enrich your professional and personal relationships. Here’s how:
Rapport- The first step focuses on building credibility, trust and rapport with prospects. This critical step will differentiate you from your competition and establish a foundation for productive dialogue, increasing the likelihood of closing the sale. You will learn the Dale Carnegie Human Relations principles -which are taught in 70 countries worldwide- and begin applying them at every step of the sales process. For example, #15 is, ‘Let the other person do a great deal of the talking.’ Listening to what the prospect says instead of overwhelming her with product benefits is the key to establishing rapport.
Interest- There is no ‘one-size-fits-all’ solution for every customer segment. The goal of the second step is, therefore, two-fold: First, learning an effective questioning model will enable you to diagnose the prospect’s specific needs. Secondly, the prospect’s responses serve as ingredients to the ideal solution. Using facts, benefits and applications most relevant to the prospect will position you as a problem solver—a hero offering a unique solution that will meet all, if not most, of the customer’s needs. The same principle is at work here—close your mouth and listen to the prospect’s answers because they are inputs to your sales presentation.
Commitment- The last steps of the sales process focus on turning objections into opportunities and ultimately, commitment. Objections can arise at any point of the sales process so it is critical to know how to overcome them. Instead of ending the meeting the next time a customer balks at a price or explains an arduous provisioning process for the purchasing department, you will respond confidently and continue moving the sales process forward.
Honing Your Skills- Once you’ve mastered the Sales Advantage process, you will learn how to widen your prospect funnel. For example, uncovering hidden opportunities; planning for success; identifying and leveraging champions—are all critical keys to unlocking your potential as a sales star.
If you’re ready to close more sales and grow richer step by step, check out the Sales Advantage course.
This post is brought to you by the good folks at Dale Carnegie Training of Central & Southern New Jersey. We would love to connect with you on Facebook and Twitter @CarnegieJersey.