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What are 4 core sales techniques that every sales trainee should learn?
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3 Answers
Core, in the battle techiques..
1) Generate Interest...Describe the relevancy of your product to his possible Needs to peak his interest. Develope an opening SHORT, QUICK pitch.
2) Discover...Identify his Needs (what he MUST have to be successful and introduce new Needs he may not be aware of that you offer) from his Wants (LIKE to have plus any other nice features that he may like that you offer.)
3) Identify the decision process...Who will be involve in the decision (what role do they play in the decision) and How will it be made (what is the decision criteria for each person).
4) Customer Value Proposition and Integrity...Describe your product's Value regarding Needs and Wants. Stress where you are strong over the competition. Minimize or ignore where you are weak. This is where integrity is key. Many products could solve his problem. And, they all work, some better than others. First is Integrity...Your job is to be "sure you can meet his Needs." Second is salemanship... convince him you are best fit for him. Remember, people do not like to feel that they are being sold (pressured) but want to buy (feel your product is a good fit so they can be confident in their decision to buy)
5) I know you asked for 4 (which was tough) but the last is real important..."Ask for the Order." If you ask, best case you will get the order. Worse case you will surface your prospects objections to your product and you now know what to do next.
(1) RESEARCH & PREPARE FOR CALLS: Executives don't wake up every day wondering how they can educate YOU on their business so you can sell them something - don't waste their time. Research & Profile a company first and then call them with a plan - what you know and how you think you can help - be specific. If they are public, there are lots of resources available to determine corporate priorities (investor presentations, seekingalpha.com, etc.). If they are privately held, call lower in the organization to gather intel first. Executives want to know "What benefit will you drive?" "How do they get the benefit (what's involved)?" and "Why is what you do better than their internal/external alternatives (or doing nothing)?" Be prepared to be clear about all three.
(2) Embrace Rejection: The faster you can determine (or get your prospect to determine) that this isn't a priority or good fit, the faster you can focus more on the people that are. Don't waste your time on people that don't want to - or don't have the power to - buy from you.
(3) "Nobody cares how much you know until they know how much you care" - God gave you two ears and one mouth for a reason. Engage your prospects in intelligent discussion and Q&A before you start talking on if/how you can help. Listening is an art - don't wait for your turn to talk. And understand the power of silence - ask a question, then shut up - don't feel obligated to fill that silent void.
(4) Determine the RTBN "Reason to Buy Now" - why should a prospect buy this from you now versus a year from now? Is it cost/revenue driven, a tactical pain, a political pain, etc.? If you cannot determine an RTBN then don't be surprised if you lose to "no decision".
SALES ARE AN ART
These are summary of a basic or core sale
Sales are a numbers game and timing, Persistence, Passions for your company/product, Communication, Utmost professionalism, Address the requirements/needs of the client not what you want to sell, Target market
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