THE 6 POWER MOVES TOASALE
THEPSYCHOLOGY OFASALE
THIS 7 STEPS BELOW REFLECTS DALE'S NO-NONSENSE APPROACH TO SALES, HIGHLIGHTING THE IMPORTANCE OF CLEAR COMMUNICATION, UNDERSTANDING CUSTOMER NEEDS. AND BUILDING GENUINE RELATIONSHIPS ALL WITHOUT THE FLUFF OR PSYCHOLOGICAL MANIPULATION OFTEN ASSOCIATED WITH TRADITIONAL SALES TACTICS.
UNDERSTANDING AND UPSELLING: #1
LISTENING OVER TALKING: ALLOW CUSTOMERS TO EXPRESS THEIR DESIRES AND CHALLENGES. THIS NOT ONLY AIDS IN TAILORING YOUR RECOMMENDATIONS BUT ALSO IN IDENTIFYING UPSELL OPPORTUNITIES.
SIMPLICITY IN UPSELLING: PRESENT SOLUTIONS AND UPSELLS IN A STRAIGHTFORWARD, CONFIDENT MANNER. AVOID OVERWHELMING THE CUSTOMER WITH TOO MUCH INFORMATION.
BUILDING TRUST THROUGH PERSONAL ENGAGEMENT #2
INTEREST IN YOUR CUSTOMERS BEYOND THE SALE. PERSONALIZE THE CONVERSATION BY RECALLING PAST INTERACTIONS OR PERSONAL DETAILS.
CONSISTENT FOLLOW-UP: REGULARLY REACH OUT TO CUSTOMERS TO CHECK IN, OFFER VALUE, AND REMIND THEM OF YOUR PRESENCE WITHOUT PUSHING FOR A SALE.
#3
LISTENING OVER TALKING
PRIORITIZE UNDERSTANDING THE CUSTOMER'S NEEDS BY ASKING OPEN-ENDED QUESTIONS AND ACTIVELY LISTENING TO THEIR RESPONSES, RATHER THAN DOMINATING THE CONVERSATION WITH A SALES PITCH.
#4
TAILORED SOLUTIONS
OFFER SOLUTIONS THAT ARE SPECIFICALLY DESIGNED TO ADDRESS THE CUSTOMER'S UNIQUE NEEDS AND CHALLENGES, DEMONSTRATING YOUR UNDERSTANDING AND COMMITMENT TO THEIR SATISFACTION.
LIFETIME VALUE STRATEGY
FOCUS ON THE LONG-TERM VALUE OF EACH CUSTOMER BY ENGAGING IN PRACTICES THAT BUILD LOYALTY AND ENCOURAGE REPEAT BUSINESS, SUCH AS SUPERIOR CUSTOMER SERVICE AND PERSONALIZED EXPERIENCES.
NEGOTIATION TACTICS
ASKING QUESTIONS: UNCOVER THE CUSTOMER'S TRUE NEEDS AND DESIRES THROUGH STRATEGIC QUESTIONING.
MATCHING ENERGY: MIRROR THE CUSTOMER'S ENERGY AND ENTHUSIASM TO CREATE A COMFORTABLE AND ENGAGING SALES ENVIRONMENT.
MAKING IT THEIR IDEA: GUIDE THE CONVERSATION SO THAT THE CUSTOMER FEELS THE SOLUTION WAS THEIR IDEA, INCREASING THEIR COMMITMENT TO THE PURCHASE.
DOUBLING BUDGETS: GENTLY ENCOURAGE CUSTOMERS TO CONSIDER STRETCHING THEIR BUDGETS FOR THE RIGHT SOLUTION, EMPHASIZING THE VALUE AND LONG-TERM BENEFITS.
#5 #6
THE 1-MINUTE EXECUTION
GREET IN 15 SECONDS:
IMMEDIATELY ENGAGE THE CUSTOMER WITH A WARM GREETING AND AN OPEN-ENDED QUESTION TO INVITE CONVERSATION.
EXAMPLE: "WELCOME!WHATBRINGSYOUINTODAY?"
ASSESS IN 30 SECONDS: QUICKLY IDENTIFY THE CUSTOMER'S NEEDS BY LISTENING INTENTLY TO THEIR RESPONSE AND OBSERVING ANY CUES.
EXAMPLE: "ITSOUNDSLIKEYOU'RELOOKINGFORADURABLE SOLUTIONTHATCANWITHSTANDDAILYUSE. ISTHATRIGHT?"
CLOSE IN 15 SECONDS: SUMMARIZE THE FIT OF YOUR PRODUCT OR SERVICE TO THEIR NEEDS AND INITIATE THE CLOSE.
EXAMPLE: "BASEDONWHATYOU'VETOLDME,OUR [PRODUCT/SERVICE]ISPERFECTFORYOURNEEDS. LET'SGETYOUSETUPWITHIT."