If you want to bring the sales benefits of your product or service to life, there are two powerful techniques you can use. You want to get your prospects to remember the benefits of your products and services. And you want to help your prospects to re-live a positive experience. In this short video, I will explain this technique step by step and share several sales scripts you can use.
Watch this video:
Sell with Confidence,
John Kurth
Sales Script Writing Expert
If you want to close more sales, you need to develop the skill of objection handling. One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.
This is a challenge for the network marketer and it is also a challenge for most everyone on their team.
We know that at the end of a presentation the prospect is going to say one of four things.
1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)
Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.
Handling an Objection is like Passing a Hot Potato Back and Forth!
After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them.
In Part 2 of this post, I will share specific sales scripts on how to handle the objection of “I need to think about it.”
Success,
Eric Lofholm
Master Sales Trainer and Coach
Sales scripts are one of the most powerful ways to persuade and influence your prospects and can help transform you into a Master of Persuasion and Influence, only if you know the secrets.
Secret #5 Reverse Engineering
Sales pros look at their Sales Cycle and Sales Presentation strategically. The strategic viewpoint yields insights as to how all the various pieces of the presentation fit together. Sales Pros transition from one section of their sales presentation to another; it is practically seamless! The prospect may not know or sense that one part of the sales presentation has been reached; however, Sales Pros definitely know what section of the presentation they are in.
How do the Sales Pros do it?
Sales Pros reverse engineer their sales presentation, and this is how it works. They start at the end of the presentation where the prospect buys; then the Sales Pros ask themselves: "What would need to happen before that?" The Sales Pro then analyzes all the components of the phase where the prospect presents an objection. Then the Sales Pro asks: "What would happen before that?" Sales Pros continue this process of Reverse Engineering from a happy customer who bought the product all the way back to when the customer was just a lead. The Reverse Engineering process in your sales presentation is what Stephen Covey calls: "Begin with the end in mind."
Each Stage of the Sales Process has its own Unique Characteristics!
Stage Selling
Stage selling is another concept that Sales Pros handle differently from most salespeople. A Sales Pro understands it at a deep level that each stage of the sales process has its own unique characteristics. They do not try to do too much too soon! At the Lead Generation stage, Sales Pros know that the only goal is to just get a lead. That's it! The goal of appointment setting is just a scheduled appointment. If your only goal is to set an appointment, this takes the pressure off and makes it much easier to make more appointments.
On the other hand, some salespeople make the error of trying to do too many things at once! When the prospect has agreed to an appointment, the salesperson then tries to sell the whole product right then and there! More often than not, the prospects are not ready to hear a full presentation because they thought they were just agreeing to the appointment, so they become scared and cancel it. Sales pros don't make that mistake.
Be sure to check out my next blog post:
Secret #6: Handling Objections
Sales scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.
Secret 3: Probing Questions and Probing Statements
Many salespeople agree that asking questions is a key component of discovering the prospect’s needs and making the sale. It is the level of detail and the types of questions asked that separates the average salesperson from a Sales Pro.
Sales Pros write out all the possible questions they would want to ask a prospect and then objectively choose the most effective probing questions and probing statements to use in their sales presentation. The probing questions and probing statements are then scripted for maximum impact. A Sales Pro decides what is the best order to ask those new questions.
Probing questions are fairly self-explanatory and Probing Statements encourage a prospect to reveal other important information that will help the salesperson to close the sale.
Here are two examples of probing statements:
1. "Tell me more about that." or
2. "Describe to me your investment style."
A Fundamental Principle of Selling is That People Buy Benefits
Secret #4: Benefit Bridges
A fundamental principle of selling is that people buy benefits. Sales-people, who have been selling for a while, sometimes fall into a trap and feel that the benefits of their product or service are so obvious and self-evident that the prospect will automatically "get it."
Part of selling is education. Use Benefit Bridges to help the prospects understand how the product or service will help them. The structure of Benefit Bridge looks like this:
[Benefit] [Benefit Bridge] [Explanation of how the benefit helps the client]
Here's how the Benefit Bridge works in action using the above format:
[Benefit] "What that means to you is..." [Explain how the benefit helps the client]
John Kurth
Sales Script Writing Expert
Click here to read Seven Secrets of Persuasion and Influence Secrets Part 1 & 2
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