Warriors strive for success. Here are the ten laws of a Warrior’s success:Follow these natural principles and sales begin to happen immediately. It doesn’t matter if you’re selling online or offline. These principles are your ten keys to unlocking the door to massive revenue growth for your business.
Law #1: Keep your mouth shut and your ears open.
This is crucial in the first few minutes of any sales interaction. Remember:
1.Don’t talk about yourself.
2. Don’t talk about your products.
3.Don’t talk about your services.
4.And above all, don’t recite your sales pitch!
Obviously, you want to introduce yourself. You want to tell your prospect your name and the purpose of your visit (or phone call), but what you don’t want to do is ramble on about your product or service. After all, at this point, what could you possibly talk about? You have no idea if what you’re offering is of any use to your prospect.
Law #2: Sell with questions, not answers.
Remember this: Nobody cares how great you are until they understand how great you think they are. Forget about trying to “sell” your product or service and focus instead on why your prospect wants to buy. To do this, you need to get fascinated with your prospect; you need to ask questions (lots and lots of them) with no hidden agenda or ulterior motives.
Law #3: Pretend you’re on a first date with your prospect.
Get curious about them. Ask about the products and services they’re already using. Are they happy? Is what they’re using now too expensive, not reliable enough, too slow? Find out what they really want.
Remember, you’re not conducting an impersonal survey here, so don’t ask questions just for the sake of asking them. Instead, ask questions that will provide you with information about what your customers really need.
When you learn what your customers need and you stop trying to convince or persuade them to do something they may not want to do, you’ll find them trusting you as a valued advisor and wanting to do more business with you as a result.
Law #4: Switch into Conversation Mode.
Speak to your prospect just as you speak to your family or friends. There’s never any time that you should switch into “sales mode” with ham-handed persuasion clichés and tag lines. Affected speech patterns, exaggerated tones, and slow, hypnotic sounding “sales inductions” are never acceptable in today’s professional selling environments. Speak normally, (and of course, appropriately) just as you would when you’re around your friends and loved ones.
Law #5: Listen
Pay close attention to what your prospect isn’t saying. Is your prospect rushed? Does he or she seem agitated or upset? If so, ask “Is this a good time to talk? If it’s not, perhaps we can meet another day.” Most salespeople are so concerned with what they’re going to say next that they forget there’s another human being involved in the conversation.
Law #6: If you’re asked a question, answer it briefly and then move on.
Remember: This isn’t about you; it’s about whether you’re right for them.
Once you understand the objection completely, you can answer it. A client who raises an objection is expressing fear. Your biggest task at this point is to alleviate that fear. If you have a specific story, such as an example from an existing customer, by all means, share that. If you have concrete statistics, or a current news story, share them. Hard facts and something the client can look up online will make your response more authentic.
Law #7: Ask Open Ended Questions.
Only after you’ve correctly assessed the needs of your prospect do you mention anything about what you’re offering. Know whom you’re speaking with before figuring out what it is you want to say. Open-ended questions prompt a conversation because they can’t be answered with one-word answers.
Law #8: Use the KISS method.
Refrain from delivering a three-hour product seminar. Don’t ramble on and on about things that have no bearing on anything your prospect has said. Pick a handful of things you think could help with your prospect’s particular situation, and tell him or her about it. (And if possible, reiterate the benefits in his own words, not yours.)
Law #9: Ask the prospect if there are any barriers to them taking the next logical step.
By now you should have a good understanding of your prospect’s needs in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you’re now ready to bridge the gap between your prospect’s needs and what it is you’re offering.
Law #10: Invite your prospect to take some kind of action.
This principle obliterates the need for any “closing techniques” because the ball is placed on the prospect’s court. A sales close keeps the ball in your court and all the focus on you, the salesperson. But you don’t want the focus on you. You don’t want the prospect to be reminded that he or she is dealing with a “salesperson.” You’re not a salesperson, you’re a human being offering a particular product or service. And if you can get your prospect to understand that, you’re well on your way to becoming an outstanding salesperson.
You need to walk that extra mile to succeed in sales. There are no shortcuts to win. Some salespeople fail because they don’t give a second chance to themselves. Sales is tough, but still, we have seen many exceptional sales performers exceeding their sales targets. Therefore, warriors need to always try, as nothing is impossible. Warriors with persistence have the ability to maintain a positive attitude regardless of the economy or the competition. They see problems as opportunities to use their creative energies, and they look upon obstacles as challenges to be met and savored. They are not defeated by rejection. They recognize that determination, perseverance, enthusiasm and a positive attitude are the backbones of selling success.
In Become a Warrior at Selling, Mr. Phillip J. Brand takes the audience on a journey of understanding deep interpersonal mechanisms of selling to ingrain the Warrior approach of structured values and principled integral behavior to acquire successful results as career sales professional. Over the years, Mr. Phillip J Brand has trained thousands to be the top of their industry in sales. His ethical approach to sales has made him stand out in the sales training industry. To learn more or to connect with Mr. Brand visit his website at: www.phillipbrand.ca.