If you are a service professional and you are new to the sales process, it can be difficult knowing where to start.You can end up wasting the time of both you and your potential clients, leading them to look elsewhere for better services.
To avoid this, use the following tips and hints and get the best out of what you do, earning you more profit and reeling in more custom.
Determine exactly what your client needs for change to occur, be that pain, fear or pleasure. Discover exactly what your client needs from you and what makes them tick, whilst discovering what makes them run a mile.
Put everything into a doctor’s perspective and work consistently with this in mind. Ignore the fact that, deep down, you are a sales person and that is what you are doing on the bottom line.
Doctors ask many questions and look for different symptoms before giving out a prescription, which is essentially what you need to do to be successful.
Always be sure not to be solely focused on securing the deal, be considerate and a good listening with your potential clients. If you are too obvious in needing the commission from the sale then the client will notice this and become less likely to cooperate with you due to a lack of mutual understanding.
3. Help first
Always remember that you are there to help them firstly, and then secure the deal if as a result of speaking with them, your services can help them get the results they are looking for.
When your client is providing their information, be sure to encourage them to completely disclose all information to you, so you can make the best decisions for them.
Be wary of people who do not wish to cooperate or agree with what you are suggesting to them, as these people may just want to compare what you have to offer to a company they have already decided upon. This means the meeting will be a waste of time for you that could be better spent securing a deal with someone that is actually interested in what you are offering.
Additionally, some company policies insist that you receive different quotes from 3 vendors.
4. Speak their language
Always remember NOT to treat others as you would like to be treated, the key is to determine the type of personality you are dealing with each client and adapt your stance on that basis.
Not every person is the same and, therefore, let this be incorporated into your work style. Some people are more interested in the social aspect of selling, preferring people who are approachable and chatty. However, others are more focused on results and information in sales. Make sure you know who’s who.
Finally, just use these approaches in your work as a consultative salesperson and you will see dramatic results in no time. From spotting those who aren’t genuinely looking for your services to listening to them properly, there are so many little things you can do to attract new clients and create better consultation services for you and your clients.
Kristina Mills is a highly regarded direct response copywriter, marketing strategist, entrepreneur and success strategist having worked with and produced great results for some of Australia's most inspirational entrepreneurs, speakers, event companies, professional services firms, property companies, and internet entrepreneurs. She is the author of Invisible Genius Vol1 and 2, Freelance Copywriting Fast Track Course, Direct Mail Mastery, Web Copy Mastery, Invisible Genius Vol.1 and 2, Mortgage Broker Letters that Sell, Real Estate Letters that Sell, How to Create a Sales Explosion With Every Ad and Letter Your Write. To find out more about how Kristina can help you live your potential, arrange a free 15 minute phone chat.