1. The key is to become a successful communicator. Instead of having a memorised sales pitch, have genuine conversations with your customers. 2. You must discuss your customers problems with them in detail. This way, you’re not giving them a cookie cutter solution, you know exactly what their problems are and how it’s affecting them.
3. Be careful not to imply bad things about their business when suggesting improvements. Never say what “the successful companies are doing.”
4. You must understand that your prospect knows more about their industry than you do.
5. You must help the buyer feel calm, not that you’re trying to manipulate them.
6. Never do the deal if you can’t help the customer.
7. You must be willing to talk about the risks and challenges that will occur on the way with the customer. You want them to know you’re prepared and won’t give up when you face difficulties.
8. Most salespeople give a hyped up ROI. Give a genuine ROI based on the likely costs and roadblocks that’ll be faced. Buyers are now immune to hyped up ROI’s. You must go over the ROI in detail with the customer and get them to agree that this is the genuine ROI, not just hype.
9. Don’t be discouraged when you’re faced with a buyer that you can’t help. Being an exceptional salesperson is closing all the deals that you CAN help the person. If you’re missing these sales, you know there’s improvements to be made.
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