Every sale is the same! Whether you are selling a product or a service, every sale is the same. What you do to close may be different but the components of the sale is the same. For a sale to occur 3 things need to be 10 out of 10 on the certainty and trust scale:
- The customer needs to be absolutely certain that the product or service is what the need. Meaning they love the product or service and that they are sure of the value for the money they are about to spend with you.
- The customer needs to trust you as the salesperson.
- The customer needs to trust the company you represent.
Too many fall into the “build it and they will come” trap. Before you create your product or service you need to have sat down with your potential customer and got their feedback. There are many ways you could do this. I like to use design thinking techniques: visualization, journey mapping (or experience mapping), value chain analysis, and mind mapping are just a few examples of what I would use to make sure the product or service I create has the features the customer is look for.
One other way to get feedback is to do a pre-sell of your product/service by hosting a free webinar and offering a taste of the idea. If you get a bunch of pre-orders for a product you haven’t even created, you can be a bit more confident that it will sell. If you don’t, go back to the drawing board or use some of the techniques I mentioned above to modify your product or service.
Failure to earn the trust of your prospects kills sales conversions. Having a real conversation with a potential customer shows you’re invested in their success and is the best way to build trust.
Customers will often have complaints like, “I’m not buying anything today,” or, “I’m just looking,” when greeted by you. Don’t take it personally. Be positive when you hear these things. Acknowledge them and disregard them. Continue to show interest regardless of what you hear. You have to learn to handle these complaints, which are born out of the buyer’s beliefs and complicated by their fears—do not handle them like objections.
Often, a customer’s thinking goes, “I can’t trust him,” or, “He won’t tell me the truth”, but it actually has nothing to do with you. If you are telling the truth and they don’t believe you, it’s about the receiver not the giver. Even though it’s about them, it’s my problem so I need to be responsible to have control over the process and solve this problem of distrust.
Think about what you have in common with everyone. Common ground can include:
1. Wanting Information—They want it, you have it.
2. Getting in and out—you want that too.
3. Making a good decision—You also want to be sure they don’t make a bad decision.
4. Not being pressured—You don’t want to pressure them either.
5. Don’t want to waste time—You don’t want to waste yours either.
Address all the above to get on common ground during the greeting, which will turn your customer’s negative thoughts into positive thoughts. I’d love to help you with your sales process. Feel free to leave a comment below or send me a message. I look forward to hearing from you!