Tell the truth. A slick talking salesperson who wasn’t honest about the product or service, has most likely taken advantage of the modern consumer at some point in the past. Always speak the truth, then ask a question.
Become a professional interviewer. Coming to understand the real issues a prospect has, their personal needs picture will emerge from strategic and relevant questions.
Do not become an answering kiosk. Consumers are wary of salespeople and for good reason. They will ask you a series of questions and the salesperson’s tendency is to simply give them an answer and wait for the next one. This is a mistake for both you and the prospect. The salesperson must be the one asking the critical questions.
Relax. The sales process is simply an interview to a decision. There shouldn’t be a lot of pressure in this process. The salesperson is simply getting to know what the prospect needs and figuring out if they can delivery it.
Don’t be a know-it-all. Nobody likes a know-it-all. Remember Sheldon Cooper from “The Big Bang Theory”? If you come across like an over-enthusiastic know-it-all, you’ll make the prospect feel dumb. Not good.
Get the back story. The motivation for a prospect’s impetus to buy something starts in their past. Have the prospect build their back-story so the salesperson can get up to speed with their decision flow.
Don’t get emotional. The sales process is not a place for salespeople to get their emotional needs met. It’s the place to execute a role responsibility, which is to help a prospect determine whether your product or service fits their needs or not. That’s it.
If you don’t like what’s happening, stop. Salespeople have rights in the sales transaction too. If the sales process is not going well, simply end the transaction and move on.
It’s a yes or no decision. Time is our most precious asset. Wasting it by chasing around prospects via text, email, phone voicemail, etc. while the prospect dodges a simple yes or no decision isn’t good for anybody. Get a simple yes or no at the end. Nothing else.
Ask for a referral. Whether or not the prospect says yes or no at the end, ask them if they know anyone else who might be interested in what the product or service offers. They should know what is offered and just might know someone. What have you got to lose?
Sales Myths Debunked
Myth 1: Selling sucks.
No, it doesn’t. It can be fun and interesting for both the salesperson and the prospect. Show genuine curiosity and interest in the prospect’s situation. It’s just getting to know another human you share the planet with.
Myth 2: Salespeople have to close everybody they talk to.
This is ridiculous. It creates the sales persistence that the consumer despises about the sales process. Not everyone is a fit. Get over it. If it’s not a fit, then in the long run it is better for both the prospect and the salesperson. Yes or no. Both are legitimate outcomes of an ethical sales transaction.
Myth 3: A salesperson must give a features and benefits presentation every time.
No, they don’t. If in the early stages of the interviewing process red flags pop-up, terminate the sales transaction. No need to waste time giving an hour-long presentation when it’s not going to work out.
Heather is the editor for Box Pro Magazine. Contact her at firstname.lastname@example.org.
Box Pro is a business resource for Affiliates and Coaches. As a rapidly growing industry, it’s our mission to help unravel the successes in the industry to help newcomers be more successful in their own Box business ventures. Our mission is to provide guidance and empowerment through education and strategy. Box Pro is an independent magazine with no affiliation with CrossFit, Inc.