Sell More

• Establish your expertise
• Put yourself in the customers shoes – would you buy from you? What would you want to hear?
• Educate your customers about your product and what makes you different
• Tell stories and case studies
• Forget the hype about your product
• Social proof – testimonials, celebrity endorsements, case studies etc
• Freebies and giveaways
• Scarcity
• Repetition – repeat your main message several times throughout the presentation
• Teach yourself about selling continuously
• Benefits not features – what it does not what it is.
• Emotions sell – “Imagine how you would feel if …”
• Make the prospect envision using your products
• Ensure the customer knows you are there for her
• Promise to engage in Relationship Selling – build a lasting relationship based on trust
• Speak in the prospects language not your own trade talk
• Be honest about the downsides and upsides with your product
• Be honest if you can’t help the prospect
• Be honest if the customer is already well placed with what she has
• Find out about the prospects situation – how else can you advise her properly?
• Develop an incredible Impact Pack – this is your presentation pack to WOW the prospect.
• Don’t knock the competition – rise above it.
• Always follow up and follow up again.
• Be confident in your services being right for the prospect
• Look for “buying signals” – “does this come in green?” or “what are your lead times?”
• Ask for the order – don’t ask, you won’t get!
• It’s all about customer perception – your customers perception is her reality.
• Offer facts to back up the sale – “75% fewer headaches with our double glazing” or “Lose 2 stone in 4 months with our weight loss plan.”
• Drive the sale along a pre-determined path – Don’t let the sale drift along aimlessly. Develop your sales script that takes the customer on a journey from start to sale.
• Learn the selling scripts that work for you and your business
• Use an FAQ sheet to nip objections early before they stick