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

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