Reading: How to Sell part 2 - One on One Selling (Slides)
How to sell - Part Two
One on one selling
The dance
Getting past the awkward
Getting to an engaging conversation
Establishing a connection to their dream, their passion, their vision.
Connecting their dream to your product or service
Getting a decision
Getting past the awkward
Why people are uncomfortable with sales people.
Unfamiliar
No trust
Salesmen wants to be friendly and chit chat only to end up selling me something
So how do you get past the awkward
Establish trust
Find a connection – State, sport, job, hobby, shoes …
Mirror
1 Corinthians 9:21-23 (NIV) To those not having the law I became like one not having the law (though I am not free from God’s law but am under Christ’s law), so as to win those not having the law. To the weak I became
So how do you get past the awkward
weak, to win the weak. I have become all things to all people so that by all possible means I might save some. I do all this for the sake of the gospel, that I may share in its blessings.
So how do you get past the awkward
Use their name
Be upfront with what you want to do
Ask permission to ask a question to help you
Ask indirect questions
Use examples and metaphors in their language and interests
Getting to an engaging conversation
Ask permission to ask a question
Know the difference between asking for an opinion and asking for help.
Ask questions that keep the conversation going.
Use examples and metaphors in their language and interests
Establishing a connection to their dream, their passion, their vision
Get them to share their dream, their passion, their vision
You are not asking them to help you in buying your product or service, you are helping them reach their dream by making available to them your product or service. It is not about you; it is about them.
Connect your product or service to their dream, their passion, their vision
Connect your product and/or
service to their peer group
Getting a decision
Create a state of urgency
Create a state of opportunity
Answer objections
Agree with them, but add another way to look at it
Offer helpful information
Try to counsel them as if they were a good friend
If you made the sale, complete the sale
Example of the pen
If you did not make the sale …
Ask when you can check back with them again (write it down and make sure you do it)
Tell them you will let them know if your product or service changes in a way that might work for the client.
End positively. (Never burn a bridge)