Sam Manfer, Sales Mastery
Sales Force Training and Development - Focusing on Executive Relationships and Selling
The Most Important Selling Tip
Turn a Phrase and Go Right-Back at 'em
As a sales force development expert, people ask me what’s the Most Important Selling Tip whenever they find out what I do. Over the years, I have given my answer, and as the person is listening, you can tell they are getting antsy. What they really want is to know if I have an easy button or a magic spell to stun the person to buy on the spot. When they realize I don’t, they tune-out, and want to tell me their approach. If I don’t agree or if I suggest another path for them to follow, they become annoyed and we go nowhere together.
So I now have a different strategy, but it ties to my Most Important Selling Tip. I now ask the person, "What do you think the Most Important Selling Tip is?" and let them talk while I listen. In this way they get to tell me how astute they feel they are and unload what is pressing and anxious to get out of their minds.
So my answer to the Most Important Selling Tip is to "turn a phrase" and go right back at them. Get the person to tell you his or her thoughts. It doesn't matter what someone asks you. You must let them vent, unravel, let go, unload, reveal, etc. before you offer anything. If they get their thoughts out of their heads first, you'll find them far more receptive to listen to you, and what you’ll say will be received with more of an open mind. Even if someone seems timid, confused, wants to pick your brain, whatever, “turn a phrase” to get them to do the talking.
So if someone says to you, “Tell me about your software, or your engineering services, or your … “You say something like, “I’d be happy to but let me ask you a question or two first.” Right back at you. If they ask something very specific such as, “What color is this?” or “What’s the price?” You should answer, and tag-along a question to open them up. For example, “It’s green. What color where you hoping it would be?” or “It’s $395 without options? What where you expecting to pay? What did you want it to accomplish?” Right back at you.
It should go without saying, but I'll say it anyhow. Be sure your responses tie-into what the person said. It’s OK to probe with more questions if you’re not satisfied or unsure what the person wants. You want clarity and you want to see if the person is open to different ideas. So go right at them do that you can always listen first (with an ear to understand), before you pontificate.
Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Sam’s selling awards and $ Million sales recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention. Follow Sam’s C-Level Selling Blog for more insights. Sign-up for his free Selling E-Zine.
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