How your Salespeople Can Position With Power
Posted by Teicko Huber on Mon, Sep 20, 2010 @ 11:22 AM
When it comes down to those last steps of completing the sale, a lot can go wrong for your salespeople. Following are a few things to take note of when it comes to people and their emotions and a few tips for postioning yourself with power when trying to close the deal!
People and Emotion
Management Strategies
1. A sale can be lost because of the people issues
2. “Feel, Felt, Found” formula
3. Acknowledge how a person feels and assure them their
feelings are valid
4. Affirm that others have felt the same way and their feelings are now quite different
5. Make sure disagreements are not directed at the person
Realize, most opinions will be based in feeling and not facts.
Be gentle and sensitive to the real issues:
- Understand
- Problems/Objectives/Opinions
- Implications
- Emotions/Feelings
- Ask, then listen
Clarify
- Restate what they have said in your words
- Ask and listen to see if you understood the opinion correctly
- Simplify the opinion (“Feel, Felt, Found” formula works here, too)
- Clarify that they understand all the benefits
Resolve
- Test to make sure any objections have been resolved
- “Can you see how we might be able to do the same for you?”
Postioning with Power
Power of Rewards
- Intangible or tangible incentives designed to re- ward the other party for coming to an agreement
- Examples: Rebates based on a percent of incre- mental new business, tiered pricing agreements, or a signing bonus
Power of Non-Reward or Scarcity
- Position your strategy from the perspective of scarcity
- People react more strongly to what they may lose than what they may gain
- Examples:interest rates, limited product supply, etc.
Power of Loyalty & Trust
- Leverage personal relationships, rapport, and trust
Power of Knowledge
- Leverage knowledge you have about the industry that could benefit the prospect
- Knowledge can take the form of regulatory, legal, best practices, or product
Power of Time
- Know that you can use time to entice the buy- ers into making a decision
- Examples: They have a deadline and their other supplier may be having supply chain issues. Leverage time to encourage the buyer to move more quickly.
Power of Legitimacy
- Tap into those things that legitimize your position outside of your organization
- Legitimacy can be found in trade organizations or regulatory bodies, other customers, Better Business Bureau
LET'S FACE IT...Like cars, social media, googling and all that jazz has made selling and marketing a pain in the butt. If you want advice for getting more out of your revenue hot rod you're in the right spot.