What if you could master sales strategies that get you into the mind of your prospect so you can seal more deals? What if you could say powerful “magic words” that make a prospect see that your product or service is the solution they’ve been looking for?
Table of Contents
- Rapport Building And Trust
- How To Stay In Control During Your Sales Pitch
- Best Strategies To Increase Sales
- Three Powerful Words To Use
- Why These Power Words Help You Close The Deal
From the moment you begin to speak with your prospect, you have several ways that you can increase your chances of making a sale… even multiply your chances of making more sales from the same customer. It begins with the words you choose to build rapport, to how you move from handling objections, to closing the deal.
These strategies are important if you want to be your own boss – an online entrepreneur or digital nomad closing clients for your own business. Or if you are a high ticket closer closing deals over $3000 for a business and making commissions… choosing the right strategy can make or break a sale.
Starting with your first contact with the prospect, here are some powerful sales strategies you can implement when closing a deal with a customer or business.
Rapport Building And Trust
One important sales strategy to have in your sales arsenal is building rapport and trust with your prospect. You build that relationship by looking for common values, beliefs or interests. If your prospect is from California and you’ve lived there before, you already have something to connect about. Another way to build rapport is to actively listen and be interested in what your prospect has to say.
Just how important is rapport building? Sales training teaches that “rapport includes at least some degree of implicit trust, building rapport in sales makes communicating more natural, more efficient, and more positive.” When people are feeling happier and more at ease, they are more likely to buy. Click To Tweet
Here are some tips for rapport building:
- Use your prospect’s name often throughout the conversation.
- Be specific in your compliments. Don’t just say you like how they invest in themselves by taking public speaking classes, say they sound confident.
- Empathize with their challenges.
- Ask questions and follow-up questions, making sure to actively listen to what they have to say.
- Understand your prospect’s personality type, and use that knowledge to help you use the type of language that truly speaks to them.
- If possible, research your prospect before speaking with them. For example, look for information such as hobbies and interests on their social media so you have a better idea about how to connect with them.
How To Stay In Control During Your Sales Pitch
The next part of your sales strategy is to stay in control during your sales pitch. The pitch is the sales presentation, but not just any presentation will do!
A sales pitch that’s just about what you’re selling is a leading cause of death for salespeople. Although the sales pitch is usually the prospect’s first interaction with the company, the modern customer is a lot wiser and well informed. Research shows that 97% of customers “have better access to information (such as product information or reviews)” and ” buyers spend 67% of their journey online, where they can do their own research and seek advice from others.”
An in-person value exchange is the new goal of the sales pitch. It’s the seller’s chance to learn more about the prospect’s pain points and expectations, and the prospect’s chance to get the answers they couldn’t find during their online search.
This type of sales pitch is necessary in high ticket sales. The closer is selling services or products for $3,000 to $100,000 in B2C (business to customer) sales. This type of pitch also applies to B2B (business to business) or enterprise sales, with deals that involve millions or billions of dollars. Showing the prospect how the offer will solve their problems and add value to their lives is what will convert them into clients, not another pitch about features and benefits. Similarly, with enterprise sales, building a relationship over a longer time by adding value increases the chances of a closing successful deal.
Another tactic to stay in control during your sales pitch is to use an authoritative tone by lowering your voice and talking from the diaphragm, and talking more slowly. Salespeople tend to talk fast, and you don’t want to sound like a traditional salesperson.
Watch this video about perfecting your sales pitch.
Best Strategies To Increase Sales
In addition to building rapport and having an amazing sales pitch, what other strategies can you implement to increase your sales? Here are some examples:
Adjust Your Sales Strategy To Customer Needs
Your first sale will be the most expensive because the prospect doesn’t know you. It’s like you’re dating. You’re not sure if you’re both a good fit, so after selling your prospect your first offer, you don’t know when to sell them again. Just like you’re not sure when you should ask your date out a second time, you’re wondering, “When do you pitch your customer again?” One week or three months after the first sale?
The best time to sell your customer again is when they've just bought, not weeks or months later. Click To TweetIt’s called upselling. That famous line, “Would you like fries with that?” is the upsell that follows when a customer orders a burger. You already know they like fast food, so recommend fries or a drink. If a customer has just reserved a hotel room for their honeymoon, recommend an upgrade to a penthouse with a seaside view and complementary breakfast.
If you can figure out what type of buyer you are working with, you can change your sales strategy to adapt to their personality. A buyer who is motivated by good deals and discounts can be more easily closed with a “two for the price of one” deal. A sophisticated buyer will appreciate it if you provide them with information they cannot find online about your product or service. An affluent buyer would be pleased if you select an outfit to their taste and deliver it from the store to their home prior to the social event.
Get Inbound Calls
Let’s face it: cold calling isn’t what it used to be. Nowadays, you want to avoid it like the plague. With cold calling, you’re either calling a prospect who isn’t expecting to hear from you or can’t wait to hang up on you. What you want to do is stop cold calling. Work on warm leads – inbound leads – from prospects who have heard about you and want to hear from you.
Sales statistics say that “Cold calling results in about a 1-3% success rate for getting an initial appointment and it’s generally abusive to both parties. When that same call is made with a referral, the rate jumps up to 40% and even much higher when that referral comes from within the company.”
It’s clear that prospects prefer to do business with a company or person that they’ve dealt with before, or they’ve heard about the company from a trusted source. Even if you do succeed in getting a cold call with a prospect, the conversation generally doesn’t achieve any positive results (“abusive to both parties”). To increase your sales, build a relationship with your prospect. They are more likely to buy if they trust you.
Restrict Supply and Increase Demand
One powerful sales strategy you can use to increase sales is to restrict supply and increase demand. How do you implement that in your business?
If you’ve been engaged, you’ve already experienced how this sales tactic works. Even if you haven’t, you may have heard of the saying, “A diamond is forever.” Long ago, only monarchs wore diamond rings. However, through aggressive marketing, it is now almost unheard of for a newly engaged woman to not have a ring on her finger. If she doesn’t, people wonder, “Why not?” The pressure to buy a diamond ring as a symbol of love and a restriction on diamonds has increased the price of them over time.
If your business offers services, not products, you can also implement this strategy by restricting the number of clients you will serve at any given time, and charging more per client. You can automatically reply that new clients must be put on a wait list. By restricting supply and increasing demand, you will increase your revenue from sales.
Three Powerful Words To Use
A powerful sales tactic you can use involves adding three powerful words into your sales conversation. High Ticket Closers use this strategy to improve sales because it makes them sound different from a regular salesperson.
An amateur salesperson will eagerly sell and do most of the talking, but a master salesperson will make people want to buy without saying much at all. They believe that you should let your prospect do 80% of the talking. Let them tell you what they’re looking for, and reassure them that you’re a match for their needs. This way, they’ll basically sell themselves.
The “I Don’t Know” Mentality in Sales
When you’re trying to sell your product or service to a potential client, there are three power words you should keep in mind to help you sell. These three words are: I don’t know.
This may seem counter-intuitive, since as salespeople we’re taught to know our product and to know all of the answers. We’re taught to have an answer for everything, and to be able to explain the benefits of our service. Some salespeople are taught to say, “I don’t know the answer right now, but let me find out for you.” It’s effective at keeping the salesperson in control but it doesn’t get you closer to a sale. There’s a more powerful way to use those words.
The reason why the concept of “I don’t know” helps in sales is because it actually decreases your chances of selling if you talk too much or over-explain. It’s best to only do 20% of the talking, and ask questions to encourage your prospect to talk more. This encourages your prospect to engage in the conversation, instead of zoning out while you over-explain your product or service. Remember that whoever asks the questions controls the conversation.
How To Redirect Sales Conversations
Find out what your prospect’s needs are instead of explaining the benefits of your product or service. Think of it as sales in reverse. If a prospect asks you if your service is good, respond with “I don’t know, it depends what you’re looking for.” Click To Tweet When they explain their needs, you can then affirm that in their case, your service would be very good.
When you ask the questions, you control the conversation. If the prospect asks, “Are you being honest?”, you don’t want to start explaining or justifying yourself. When you do that, you lose control of the call and the sale. Instead, reply, “I don’t know. What do you mean by honest?” Get the prospect to do most of the talking.
It’s like tai chi. You redirect the prospect’s questions and comments.
By asking the questions, you are doing some digging into the prospect’s needs and wants and you are letting the prospects sell themselves on why they should choose you.
Watch this video about three powerful words to use in sales.
Why These Power Words Help You Close The Deal
There are many sales strategies at your fingertips to help you close deals and increase sales, but these three power words work like magic. They keep you in control of the sales call while helping you dig deeper into the prospect’s situation. The more you understand what’s on your prospect’s mind, the more likely you will make the sale.
When speaking with your prospect, remember not to talk too fast. Slow down and make your prospect feel at ease. Always calmly answer a question with a question. Do not go into the fast-talking, justifying mode. For example, if your prospect asks you, “Why is your service so expensive?” you can redirect. You can say, “I don’t know, sir, why do you think people are happy to pay my rates?” Chances are, your prospect will be able to answer that question themselves, and come to the realization that it’s because your service is very good.
Always remain in control of the sales call or sales meeting. Observe your prospect and watch for buying signals, such as nodding their head in agreement or asking detailed questions about your offer. On the other hand, when prospects start to put up some resistance to closing the sale by voicing an objection like, “Let me think about it“, you can answer them very directly.
You can say, “You know what, Mr. Prospect, when people tell me they want to think about it, what they actually mean is NO. You just don’t want to hurt my feelings. Isn’t this the case here?”
Remain In Control
A High Ticket Closer will always remain in control of the call. They won’t let a prospect get away with making excuses. Usually when a prospect throws in an objection, they don’t see the value of the offer or they don’t have the money. If that happens, remind the prospect why they got on the phone with you in the first place.
Think of the close as not being for you, it’s for them. Don’t let the thoughts and opinions of other people bother you to the point where you give up. If the prospect says, “I’ll get back to you,” it’s smoke and mirrors to hide their true fears or concerns. They are giving you an objection to stall the deal.
You’re morally obligated to sell to others, to help them. Even to the point where you are blunt about what you really want to know. For example, by asking, “What will it take for us to do business today?” you are getting straight to the point of the call.
Another way is to deal with the objection and close the deal at the same time. “Say we could find a way to deal with [objection], would you sign the contract on [set period in time]?”
When you build trust, when you set the prospect at ease, you increase the chances of making a sale.
Knowing how and when to use sales strategies when talking with a prospect can make a difference in whether you close the prospect. Saying a prospect’s name, identifying common interests, or empathizing with the prospect’s challenges all help to build rapport and trust.
To stay in control during your sales pitch, add in-person value. Today’s more informed prospect wants more than the available online information about your offer.
To increase sales, upsell your prospect the moment they become a customer. “Do you want fries with that?” is a well known upsell line. Selling to warm leads – inbound calls – will increase your chances of making a sale. These days, the cold calls rarely end on a sale on the first few tries, if at all. Another tactic is to restrict supply and increase demand. The use of the diamond engagement ring as a standard symbol of love is one example of this tactic.
Three of the most powerful words you can use in sales is “I don’t know.” Prospects expect salespeople to know all the answers. Saying those words gives your prospect the opportunity to talk more while you learn more about the prospect’s expectations. Most importantly, you stay in control of the call, and you increase your likelihood of closing the deal.
Want to learn more sales strategies you can use to make the sale? Click here for more information about closing your prospects on a sales call.