How to achieve success in face-to-face sales? Share your best tips, techniques, do’s and don’ts, and advice. Although I am experienced and competent in face-to-face selling, I consider myself a journeyman sales person rather than a master, as sales has not been my primary focus lately. However, I have learned several important lessons along the way, which I would like to humbly share here. I hope that regardless of your experience level, you’ll share your suggestions below, whether you’re new to sales, a journeyman like me, or a true sales master.
Here are some valuable sales lessons I’ve acquired:
- Be ready to answer any questions your prospect may have in a credible manner by anticipating them beforehand. Don’t go in hoping they don’t ask certain questions, as many salespeople do. Being fully prepared will boost your confidence and presentation.
- Invest time in building a relationship with your prospect by finding out their interests or hobbies beforehand and preparing some talking points accordingly. Remember that people like buying from individuals they like and feel connected to.
- Offer a sincere compliment to your prospect whenever possible. This small gesture can make a significant impact on your meeting and even on the overall relationship. Many people receive little genuine praise and appreciation in their daily lives and work.
- Address any concerns or objections that your prospect may have during your presentation or sales dialogue, rather than waiting for them to bring them up. If you anticipate any possible concerns, such as high pricing for a premium product, and address them beforehand, it will be easier to handle.
- Try to empathize with your prospect and work alongside them as an assistant buyer or problem solver, helping them make choices and solve problems. This approach can change the entire tone of the sales process and reduce any adversarial positioning between you and your prospect.
How to Sell Physical Products!!
Selling physical products can be more effective when customers are able to physically interact with the product. This can create a sense of temporary ownership that can increase the customer’s attachment to the product, even if they have to return it later. While this may seem obvious, missed opportunities suggest otherwise.
When it comes to sales, it’s important to prioritize the customer over the sale. Professionals aim to build long-term relationships with customers, rather than just making a one-time sale. Instead of focusing on closing a sale, it’s better to focus on opening a relationship with the customer.
Before any face-to-face sales meeting, it’s crucial to establish yourself as an expert in your field. Your prospect should view you as a subject matter expert, rather than just another salesperson.
While sales techniques are important, it’s crucial to understand that not every prospect will convert into a sale. Marketing efforts should be focused on weeding out non-prospects before they reach the sales process. Additionally, it’s important to avoid making a prospect your last hope for a sale.
Rather than selling to a customer, try to make them sell themselves on your product or service. Focus on creating a compelling offer that is supported by irrefutable proof. This can make the sale almost unnecessary and can help to build your brand reputation.
Stories are the salesman’s best friends.
The art of storytelling is essential for salespeople, and our featured author, Zig Ziglar, is a master at it. It’s highly recommended to listen to his audio program, which you can buy here. Zig’s storytelling techniques, such as voice inflection, pacing, humor, vivid language, and word choices, are worth paying close attention to. Even Dan Kennedy, who is one of Zig’s earliest role models, speaks of him with great respect. However, non-native English speakers may find it challenging to understand Zig’s quick speech and thick Southern US accent, which he sometimes exaggerates for entertainment. Luckily, VLC player allows you to adjust the audio speed. Despite the challenges, the extra effort to listen to Zig’s stories is undoubtedly worthwhile.
Sales Role Plays
Preparing for potential objections and scenarios through role-playing is important to be better prepared before they happen. However, this technique can be time-consuming and difficult for new salespeople to teach. It might be more effective to incorporate objection handling into the sales process, especially for staff with little sales training. Depending on the business, live practice on the job may be a better option for high traffic physical sales. Nevertheless, role-playing practice can be valuable in situations where TV members are personally presenting for a high-dollar sale or contract. Even solo role-playing can help in practicing speeches or presentations, but it’s better to have a partner to work through nervousness and improve.
An additional technique is to mention one negative aspect of the product or service being sold in the pitch. This approach, known as “The Damaging Admission,” can build trust by being honest and allow framing of the negative aspect before the prospect finds out, leading them to rationalize it away. While it’s a powerful technique, it needs to be used with care and finesse, and is considered advanced for use in copywriting and sales.
Other Useful Selling Skills
“If there is something that a person is not willing to do, then they should be fired. It’s interesting because I just had that conversation with an owner who told me that he can’t bring himself to fire people. However, people complain about not wanting to practice or use the CRM, but they need to do it. If not, they can work for themselves. You’re either a sales manager or you’re not. I recently watched an outstanding theatrical performance, and I’m always amazed that salespeople believe they can give similar performances without any practice or rehearsal. Directors take dozens or even hundreds of shots of the same scene to perfect it.
One tip I learned is to believe in your product and then try selling it. This extra motivation and excitement can make the selling atmosphere much more positive.
This “tip” may sound silly, but it oddly enough works for certain scenarios and markets. The majority of my clients are women who are starting their own businesses, and they usually fall into three categories: those who want babies, those who have kids and want more but can’t have them, and grandparents who love little children. I mention this because I’ve seen a significant increase in face-to-face conversion rates when the baby is involved in prospect meetings with female prospects. The baby also helps in regular meetings with female clients as they usually pay more attention to the baby and agree to our work more quickly. Of course, this doesn’t apply to corporate settings.
This only works if the baby is cute, well-behaved, and preferably happy and smiley, and it works best with middle-aged women. It may sound silly, but it has seriously worked to close all recent contracts with female prospects.”
To become a successful salesperson
To become a successful salesperson, there are several important things to keep in mind. First, it’s crucial to adopt the mindset of a closer and feel powerful and confident before meeting with clients. One way to do this is to watch or listen to motivational content just before your meeting. Repeat affirmations like “I am a selling machine” and “My clients have no option but to say yes” to boost your confidence.
Next, it’s important to look the part by dressing professionally and going beyond what is expected in your industry. Add award and trust badges to your clothing and marketing materials to show that you are a trusted and reputable professional.
Before meeting with clients, practice saying their name and greet them warmly as if you already know them. During the meeting, be enthusiastic and knowledgeable about your product, and listen carefully to the client’s problems and needs. Be amazed by something the client has done or is passionate about before trying to sell them anything.
Offer the client three options, including a top-of-the-line version, a cheaper option, and a middle-of-the-road choice. If price is not an issue, recommend the top-of-the-line version, or offer to add some of its features to the middle-of-the-road option.
Finally, study for at least an hour each day and apply what you learn diligently. Discard any tactics or approaches that don’t work and focus on what does. Remember that sales is like a war, and preparation is key to success. By adopting the right mindset, dressing professionally, and listening carefully to your clients, you can become a successful salesperson like Tony Robbins, Chet Holmes, and Frank Kern.