SALES TECHNIQUES – PUT ON YOUR “CONSULTANT’S HAT” TO GET YOUR SALES CALL MOVING
Has this ever happened to you; you have been working a sales call and every thing was cruising along nicely, and then out of nowhere everything comes to a screeching halt, the whole procedure is stalled, and nothing you try gets the call moving. Would you like to know 1 technique that can get the call back in gear and moving once more? Whenever something like this happens, our salespeople know that although we have some thing useful for the prospect, they’re not goin to share anything further with us. They have opened up as much as they’re going to, unless… We stop being sales people. We put on our consultants hat and approach the prospect from a different position and role.
This is How it Works
You say: Joe, do you mind if I take off my salesperson’s hat and put on my consultant’s hat for a bit while?
Prospect Joe: I suppose.
You say: Joe, by stopping here and not moving this project forward you’re hurting your company. We’ve already established that your business isn’t up to the production standards required, right? Based on every thing you have told me, your supervisors are going to demand much more out of you, or replace you.
You continue: Looking at this from the outside, your scenario isn’t a great 1. If things keep up this way, you won’t survive. At this point, you need to make a change, or make a huge mistake. What do you think, is this the way you see it?
Based on Joe’s response, you are able to get a good image of his decision making procedure. Now obviously there is no way I can guarantee this will get you the sale but I can be pretty certain it’ll get the prospect working with you once more to solve the issue.
How Does This Work So Well?
It’s frequently said that a consultant is someone who gets paid a lot of money to tell a client something he either already knows or that he doesn’t wish to hear! In other words, a consultant gets loaded by telling individuals things that a salesperson would tell their customers anyway.Why is it a prospect would pay a consultant to do what a salesperson will do without getting paid upfront? It is all about positioning and this is precisely what makes this method function. Prospects are used to paying for, trusting in and following the advice of a consultant. So when you say that you want to put on your consultant’s hat, you are borrowing a component of that credibility, which can be just enough.
It’s important for you to comprehend that Chicago sales techniques may be extremely powerful. But you must have a good, battle tested sales process or all of the techniques won’t amount to a grain of sand on the beach. You won’t make a sale or get your commission often enough to make it matter.
Visit Chicago Sandler Training to find out how else we can help you and your business on the way to success.
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