Sales Points – 7 x Powerful Ways To Win Clients
Have you ever felt stuck when it comes to convincing prospects to buy your product or service? Knowing the right sales points can make a big impact in your strategies, and can make the difference between success and failure.
Learn seven powerful sales points that will make your prospects take notice – and help you get ahead of the competition!
Sales Point #1 – Building A Connection The Right Way
The first on our list of sales points, is to build rapport with your potential clients ‘the right way’.
I say right way – because a lot of Sales Professionals and Business Owners have the wrong idea about what building rapport really means.
We can break this down into two parts.
We’ll cover building rapport, and matching and mirroring.
Rapport
As per Business Dictionary’s definition, rapport is a positive or close relationship between people that involves mutual trust and attention. Those that develop rapport have similar interests, values, knowledge and behaviours.
Simply put – rapport is the art of building commonality between people.
When building rapport with customers, it’s important to start by building commonality between you and your potential client, because our prospects trust people just like them.
Naturally, people believe their own stories, values, beliefs, standards and interests as being important.
When people demonstrate that they can be aligned to those same standards and beliefs, it makes a potential client also feel a subconscious bias towards you because you share positive commonalities.
Rapport is crucial and the first step in building long lasting relationships, so that not only will they buy now – but they’ll also refer other people to you too.
Matching & Mirroring
Matching & Mirroring is a famously coined term from Ericksonian Hypnosis, as well as in NLP (Neuro Linguistic Programming). A Psychologist named Albert Mehrabian found that when we communicate, we do so both consciously and subconsciously.
When you’re building rapport with customers, always be mindful that we are using:
- 55% of our body language to communicate
- 38% is our tonality
- 7% are our words
When you’re building rapport with customers, it’s important to be very aware of our body language and to match and mirror our prospects. This communicates directly with their subconscious that we are in common and is a quick and powerful way to build rapport.
Please note – don’t try this without role playing, or clearly understanding how to use the chameleon effect. By doing this incorrectly, you’ll risk breaking rapport with customers and any chance of building relationships with the people you’re meeting with.
It needs to be completely natural.
To learn more about learning this process, you can do so by clicking here and seeing what you’ll learn under the rapport module.
Sales Point #2 – Know Your Offering Inside And Out
Before you start pitching to prospects, you need to make sure that you understand your products or services inside out.
This is one of the often overlooked, but critical sales points.
You won’t be able to convincingly communicate the benefits of your offering if you don’t know the features and advantages thoroughly.
Make sure to research the competitive landscape so you know where your offerings exceed or match up with other alternatives on the market.
Having a comprehensive understanding of what you are selling will give you an edge when it comes to winning over prospects.
Sales Point #3 – Learn What They Need
Before you can wow prospects with your sales points, you need to do some research into their business and needs.
Understanding the size of the organization, the goals they are trying to accomplish, and their current challenges can help you determine what strategies may be most effective for them.
Additionally, researching the person you will be working with can provide insight into how best to communicate, present materials that appeal to their specific needs, and answer any questions they may have.
The best way to learn what they need, is by asking open ended, sales probing questions.
Some brief examples include:
Sales Probing Questions For Qualifying
1 – Prior to moving forward, is there anyone else who may need to be involved?
2 – Out of curiosity; what budget did you have put aside for this?
3 – What timeline did you look at having these issues resolved?
4 – What do you think our next steps should be?
Sales Probing Questions For Finding Pain
1 – What’s currently holding you back from reaching your goals?
2 – What would you say are the top three issues you’re dealing that I need to know?
3 – Please help me understand why you called me to come in today? (one of my personal favourite sales probing questions)
4 – What problem would like me to solve for you?
Sales Probing Questions For Handling Objections
1 – What would you like us to discuss before we move forward?
2 – Before me move forward; is there anything you’d like to discuss more?
3 – How does all that sound to you so far?
4 – Is there anything that I’ve shared so far that you’d like a little more clarity on?
Learning what they need not only gives you the intel you require to move them towards the sale; but helps them sell themselves on a need for your services.
An often overlooked, but excellent sales point.
Sales Point #4 – Handle Objections Correctly
The next on our list of sales points, is to handle sales objections the right way.
And by right way – that means using a framework to handle objections, rather than leaning on sales scripts.
To handle objections the right way, we recommend using this framework:
1 – Listen carefully to exactly what they’re objecting to.
2 – Repeat it back for clarification, and ask them to expand if required.
3 – Validate their objection, rather than fight it.
4 – Re-frame their objection, so that they see it in a different light.
5 – Finally, confirm that they understand, and potential agree with their new view on the issue.
This is a crucial sales point when handled the right way, will win you plenty of new potential clients
To learn more in detail, read the article directly linked below.
Further reading: How To Easily Deal With Sales Objections
Sales Point #5 – The Use Of An Intent Statement
One of the most powerful sales points you could ever learn as a Sales Professional or Business Owner, is the intent statement.
An intent statement, or pre-frame as we teach in The 5% Sales Blueprint; is a statement that delivers your expectations for a sales conversation.
It lets your potential client know what they can expect from you, and it gently lets them know what you would like to expect from them.
By pre-framing the conversation; you position yourself as a trusted advisor – you let them know that there are boundaries and parameters around the conversation, and that it will be structured.
An intent statement handles objections early, ensures that all decision makers are present prior to deep diving into your sales questions, and positions you as a trusted advisor.
To learn more about this sales point and how to master it, read the linked article directly below.
Further reading: How To Use The Intent Statement For Sales Success
Sales Point #6 – Build Credibility Through Testimonials & Reviews
Testimonials and reviews are a great way to win people over and an overlooked sales point.
They can help to lend credibility to your claims, demonstrating that others have been pleased with what you have provided and that they would be willing to recommend it.
Involving yourself by responding to reviews can create a sense of trustworthiness and transparency, as you’re proving that you care about the opinions of those who use your services.
Plus, this could lead to increased customer loyalty over time!
Sales Point #7 – Perfect Your Pitch
Crafting the perfect pitch is essential for engaging and converting prospective customers.
Your pitch should be centered around the problems your product or service can solve, as well as how it will benefit them specifically.
Presenting the facts with logical reasoning and adding in a few personal touches can increase your success rate. Additionally, practice delivering your pitch to get comfortable speaking in front of others, so you’re prepared when it comes time to seal the deal.
To perfect your sales pitch and master this sales point, read the linked article directly below.
Further reading: How To Master Your Sales Pitch
Want To Close Sales Easier?
Are you committed to closing sales a lot easier, and consistently?
If so, you should check out our self-paced and affordable online sales training program; The 5% Sales Blueprint.
It’ll give you everything you need to close sales consistently.
To learn more, simply click on the link below for more information.
Our Online Sales Training Program – The 5% Sales Blueprint.
