Sales tip February

Thursday 31st Jan 2008

Is there such a thing as 'The Sure Thing Sales Tip' that always has an impact in increasing your sales closing rates???

The Answer is a Big Fat Juicy YES!

Some of the best feedback we receive from our Sales Mastery Graduates is when they start implementing the Negative to Positive Strategy when explaining their product to prospects, let me explain...

Salesperson: "This car is great with extra space, it"s now more economical, has cruise control, extra airbags and reverse parking sensors...yada yada yada"

Or

Salesperson: "This house has a kitchen that overlooks the backyard, double lock up garage... yada yada yada"

Starting to see a pattern forming here?

The above is feedback I am regularly receiving and what I, and most people hear when they are being sold too each and everyday...

...Always what the product is and what it will promise to do, deliver, create etc...

How do we then decide who we believe or which one will do it, deliver it or create it better than the others?

Negative to Positive will make you and your product stand out from everybody else as you will start to come across as presenting a solution to a problem...someone who is fixing something for them, not just painting some sort of fantasy, for example...

Salesperson: "Forget about squashing into your current car with kids being uncomfortable on those trips as the extra room, seats or space will make driving less stressful, a breeze and more enjoyable...while worrying about petrol prices and wasting money on fuel will be the last thing on your mind with your new car saving you ‘X’ or now averaging ‘Y litres per gallon or 100km’s. Being more concerned about your children’s safety now while having to drive them to school everyday, will be a thing of the past as you have a choice of rear side airbags also while the roads start to become busier once schools starts and those little nicks on the bumpers will stop frustrating you trying to reverse into the car spots at home or work as the reverse park sensors will give you the freedom to know that you can prevent them from happening.

Or

Salesperson: "You can STOP worrying about where the children are when they’re playing and what mischief they may be getting up too, as the Kitchen overlooks the backyard to give you piece of mind for their safety as you can easily watch them, and the hassle of having to park one car outside every night, finding a spot and wondering if it might get scratched, broken into or effected by the weather will not be an issue as the double lock up garage will keep both cars safe and sound.

Coming across as being a solution to your customers’ problems, will increase what we call the ‘Now Factor’ the ability for an individual to make a decision sooner rather than procrastinating.

Always explain the details of your product going from Negative to Positive and watch your prospects reactions...better still the reactions of your sales manager and better still, your Bank Manager.