Salespersons must be Influencers

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers sales growth.

1. Which of the following do you do to ensure that you develop Persuasive skills in yourself?

2. Sit on the customers mind like a bee on flower
3. Stick to your point, no matter what the customer feels or says
4. Craft a middle path on every objection raised by customer
5. Agree to disagree with the customer
6. None of the above
7. All of the above

8. Which of the following will ensure that you are not logical?

9. If customers logic is wrong, you teach him your right logic
10. You always look for your logic within customers logic
11. You first try to disprove customers logic
12. You arrive at the correct logic rather than telling your correct logic
13. All of the above
14. None of the above

15. Which of the following is True and False? Please tick accordingly.

16. Absolute truth is a myth.
17. Absolute false is a reality.
18. Positive and Negative aspects of an argument depends on the perspective of the person talking
19. To be positive in a discussion one has to start with customers aspect of positive discussion channel sales management and steer the same to your aspect of positive discussion
20. None of the above
21. All of the above

22. How do you practically stay calm?

23. By trying to take heavy breaths whenever BP is high
24. By not getting excited on anything
25. By learning early in the negotiation about the expectation matrix of the person that we are trying to influence
26. None of the above
27. All of the above

1. How do you tactfully challenge the views of others without annoying them?

2. By vociferously rebutting the points made by the other person
3. By actively listening to the other person and discussing weak links in the same
4. By raising your voice
5. By showing a strong body language
6. None of the above
7. All of the above

8. How do you handle objections of the other person?

9. By putting a strong logic in your favour
10. By showing the weakness of customers logic
11. By finding a common ground of discussion with the customer sales performance management
12. None of the above
13. All of the above

14. What is most important to you when you are negotiating?

15. Good listener
16. Active listener
17. None of the above
18. All of the above

19. What should you be ready to compromise?

20. Stand
21. View
22. Objective
23. Profit
24. Ego
25. Victory

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Prospect Engagement Model

Leads which have a potential to buy your product or service but have not yet decided to do so are known as prospects.

These prospects who say “NO” to the sales training call need to be suitable engaged on a “Journey from No to Yes”. How does one do this?

We have to conduct a “From – To” approach to such prospects. Try answering the following questions about the customer on a “From – To” mode:

• How is the prospect catering to the need which your proposed product/service promises to resolve?
• How much money does the prospect spend on the need resolution today?
• What could be the wish list of the prospect in the experience of resolving the need as on date?

The answer to these 3 questions sales performance management , if woven suitably into the FAB (Features, Advantage and Benefits) of your product, will help you in engaging all such prospects who say “No” to your sales call.

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Express 2 Excite Prospects

Which of the following applies to you as a salesperson when you EXPRESS facts and figures to your customers :

1. Do you express to impress?
2. Do you express to explain yourself better?
3. Do you express to elucidate your point?
4. Do you express to excite?
5. Do you just express without any game plan in mind?

These are different style followed by different salespersons. I strongly recommend that a good salesperson should “Express2Excite” a prospect.

Express2Excite

Unless the person is excited to talk to you, the latter will not extend a listening ear to you.,

Without a listening ear of the customer, you will never excel in your sales training efforts.

In a nutshell, sales training programs is not about outsmarting the prospect into listening to you. It is all about methodically

1. Methodically exciting the customer
2. Inducing the customer to extend a listening ear to you
3. Excel in Sales

You may contact us on http://consult4sales.com for more on this.

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