In Prospecting

Sell the way prospects buy, buyer-centric, Donald Kelly, The Sales Evangelist Podcast

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects.

Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is about selling the way your buyers would like to buy.

When you focus on the buyers and give them the things  they want, you will stand out from the crowd and have a greater chance of winning the opportunity.

The Platinum Rule

Treat others the way that they would like to be treated. And the way people like to be treated is they like to be individualized.

Why do you feel your clients buy from you?

  1. People love doing business with other individuals.

It’s very difficult whenever they feel like you’re just one of “them” where you’re just like an entity and not an individual. Be honest with your prospects. They just want to feel special.

  1. It’s the human connection.

It when people feel a connection with you that they buy from you. Even if you’re selling to a big corporation, it’s an individual who’s making that decision so figure out to make that human connection.

How to Sell the Way Your Buyers Buy:

  1. Outreach or problem recognition

The bottom half is your process and the top part is your customer. Figure out what the buying process of your customer is. Then write this out. The prospect does not know about the problem yet so they don’t realize it. Some of us have warm leads where someone calls in and they may have recognized a problem they think they have.

  1. Try to qualify them to see if they’re going to fit into what you’re capable of doing.
  1. Evaluation or deeper discussion

This is the part where you have a deeper conversation with them or the members in their team.

  1. Demonstrate your product or your service.

Demonstrate your solution to the prospect then talk about the budget and you close. They purchase.

The Incremental Closes

The actual closing really starts at the very beginning. Your job as a seller is to have commitments the buyers make throughout that process. There are different things based on the industry that you can offer that makes that buyer commit to each of the phases.

The 6 Why’s the Prospects Must Answer

  1. Why do I need to change?
  2. Why now?
  3. Why your industry solution?
  4. Why you and your company?
  5. Why your product or solution?
  6. Why spend the money?

*They have to answer each of these questions and these could be the incremental commitments that you offer.

Why change and why now?

Help them recognize the problem. Dig dip and help your customers truly understand that.

Do not skip a step!

The biggest issue why deals don’t close is because many sales reps skip the step and they quickly start to move on to the next phase. They try to share the features and benefits and sell on the price. But the consumers are still in the research phase.

The Unconsidered Need

If it’s a warm lead, what do they not know that they think they may know? If it’s a cold lead, they may not even recognize they need it. How can you share something that they truly don’t understand yet.

The 5 Why’s

Why do people buy your product or service? Dig deeper into each answer trying to ask why every after each answer until you get to the core issue or problem of your customer. Why do people buy your product or service? What are the symptoms they have? How is this affecting their business?

Learn more about the TSE Hustler’s League. Join our 12-week program. This semester is focused on how to become more buyer-centric and increase your win rates.

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