 Sales Skills Directory
The most successful Sales Consultants know that every time they don't make a sale there's lessons to be learned. What makes them so successful is they use every situation as an opportunity to learn new and better ways of doing things - so they’re continually increasing their level of skill.
Instant Solutions
This page will connect you with sales skills proven to be helpful in the sales process. Check the list and follow the links to the skills that are going to help you most right now ...
Right for you?
Because you want happy clients who come back to you again and again, and send you streams of referrals – you want to make sure your clients gets what they need.
One of the ways you can find out more about that they want and need is to ask the RIGHT FOR YOU? question.
The RIGHT FOR YOU? question gets the client to imagine they’ve owned the product for an appropriate period of time and it’s working perfectly for them. Their response to the question will tell you the criteria that dictate whether it was the right choice for them:
“Imagine you’ve owned the ............ (product) for a year. How would you know this was the right ............ for you?”
Your client will tell you the outcomes that are most important to them.
Simply tell the client how your ............ will fulfill each of their outcomes, and provide as much other supporting evidence as possible:
- demonstrate the product
- provide brochures
- third party endorsements and testimonials
ASK THE “RIGHT FOR YOU?” QUESTION
A simple skill that will increase your success – but only IF YOU USE IT!
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Buying Signals
When you’re selling the same product/s over and over it’s easy to switch to auto-pilot and miss the buying signals your clients are giving you.
You’ll be much more connected to your client when watch and listen for their buying signals.
“Yes”
"That’s good”
"I like that"
"Wow"
“Really?”
“It does that too?”
- statements that indicate they want it
“Do you have it in stock?”
“When can I have it delivered?”
- statements that indicate certain criteria are irrelevant
“Colour's not important”
- statements that indicate the client is imagining owning it
“What do I do about servicing”
“Will it work with my widget?"
- a change in body posture - eg: leaning forward
- demonstrating interest by asking questions
- slow nodding of the head in agreement
- thinking/considering gestures – stroking chin, forehead
- asking for information and brochures
- wanting to hold onto brochures
- showing excitement
- pupils dilating
- the client telling you what it will do for them
- calling in colleagues to see it/you, and telling them how great it is – let them do the selling for you!
Every time you see a buying signal. Use one of your trial closes.
Trial Closes
WATCH AND LISTEN FOR BUYING SIGNALS
A simple skill that will increase your success – but only IF YOU USE IT!
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Are they telling the truth?
Your clients may not always tell you whole the truth. If you know what to look for you’ll know when it’s happening:
- smiles that lack warmth and spontaneity (genuine smiles light up the whole face, and body)
- body movements that seem awkward and contained (as opposed to natural, fluid, and congruent)
- changing the subject (and magically changing from uncomfortable to comfortable)
- defensiveness
- aggression
- discomfort
- fidgeting
- incongruence between words and actions
- not answering questions
- little or no eye contact
- glazed expression
- robotic responses
When you see these behaviours, just know you need to use your Truth Serum questions.
Truth Serum
A simple skill that will increase your success – but only IF YOU USE IT!
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Listen with the intention of responding
Often people don't really hear what a client is saying because their mind is occupied thinking about what we’re going to say next. So next time you’re talking to a client focus on listening with the intention of responding.
LISTEN WITH THE INTENTION OF RESPONDING
When you LISTEN carefully to what people say and RESPOND to what they say you build greater trust and rapport.
A simple skill that will increase your success – but only IF YOU USE IT!
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