Learn top tips to transforming your sales process and go from pushy to problem solver!

I ran a sales webinar on Thursday night titled Discover the Top 5 Techniques to MAKE MORE SALES Without Selling Anything.

You would have seen the emails promoting the event.

The feedback from the learnings was valuable for all.

They told me their top learnings included:

  • DON’T SELL – SOLVE PROBLEMS
  • WRITE GOALS TO A FORMULA
  • FOCUS ON YOUR USP
  • REMOVE EGO FROM THE SALES CONVERSATION 
  • ASK THE RIGHT QUESTIONS
  • HOW TO TRANSFORM YOUR SALES PROCESS FROM PUSHY TO PROBLEM SOLVER
  • and importantly FOLLOW UP AND KEEP FOLLOWING UP.

Incorporating these detailed insights into your sales approach can significantly improve your effectiveness and ultimately lead to better results in the field of sales.

Below I have expanded on these points.

Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.”  

Brian Tracy

Transforming Your Sales Process. From Pushy to Problem-Solver:

  • Successful salespeople understand that their primary goal is not just to push a product or service but to identify and address the specific problems or pain points of their potential customers.
  • This involves active listening and empathizing with the customer’s needs and challenges, rather than bombarding them with a sales pitch.
  • By focusing on problem-solving, you build trust and credibility, which are crucial for long-term customer relationships.

Write Goals to a Formula:

  • Setting clear and actionable goals is fundamental in sales. Goals can be effectively tracked and evaluated.
  • Writing goals to a formula ensures that they are well-defined and can be effectively tracked and evaluated.
  • For example, instead of saying, “I want to increase sales,” a SMART goal might be, “I will increase sales by 15% in the next quarter by acquiring five new high-value clients.”

Focus on Your USP (Unique Selling Proposition):

  • Your USP is what sets your product or service apart from the competition. It’s the unique benefit or advantage that you offer to customers.
  • In sales, highlighting your USP helps you differentiate yourself and your offerings in a crowded marketplace.
  • To effectively utilize your USP, you need a deep understanding of your product/service’s features and benefits and how they align with the needs and desires of your target audience.

Remove Ego from the Sales Conversation:

  • Sales is not about showing off or proving your worth; it’s about addressing the customer’s needs.
  • Removing ego means putting the customer’s interests first and being open to feedback and objections without taking them personally.
  • It also involves being humble and acknowledging when you don’t have an immediate answer, but committing to finding a solution.

Ask the Right Questions:

  • Effective questioning is a cornerstone of successful sales conversations. It helps uncover the customer’s pain points, needs, and preferences.
  • Open-ended questions encourage customers to share more about their challenges and objectives.
  • Closed-ended questions can be used to confirm specific details or preferences.

Follow Up and Keep Following Up:

  • Sales rarely happen on the first interaction. Follow-up is crucial for nurturing leads and closing deals. A structured follow-up strategy ensures that potential customers don’t slip through the cracks.
  • A structured follow-up strategy ensures that potential customers don’t slip through the cracks.
  • It’s essential to maintain persistence without being pushy. Following up can be via phone calls, emails, or other communication channels, depending on the prospect’s preferences.

On October 6 I am running the Ultimate 1-Day Sales Masterclass where I work with a small group of business owners who want to have great products and services but aren’t getting the traction they need in sales to create a successful business.

Transforming Sales: From Pushy to Problem-Solver

There are just 4 spots still available. Register today and save $100 with the Early Bird Special.

Learn more about this Masterclass. 

Email janeen.vosper@speechperfect.com.au to discuss in person.

Buy Janeen’s book ‘Good Girls do Sell’ here.

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