Comment pouvez-vous rapprocher un prospect de la prise de décision ?

The old adagio: "Know, Like and Trust" is the key to building rapport. 1.You both need to know each other and be visible to each other. Connecting in person or online is a must 2. You must show interest in your prospect by providing value add content 3. As the relationship grows, so will trust and that will lead to being to talk about business.

A crazy staton communication is that - at the top end of the study - 93% of communication is nonverbal. This means its not so much the words you use BUT how you use them (IE: tone and body language). This is just how humans operate and, by mastering these 2 skills, you will build stronger and longer lasting relationships with your customers and people in general. If you do also genuinely care about them and their success, ask great questions and show interest - you have a winning formula in the palm of your hands.

Pour rapprocher un prospect de la prise de décision, voici quelques points clés : 1-Compréhension des besoins: Écoutez attentivement pour comprendre leurs besoins spécifiques. 2-Proposition de solutions adaptées: Mettez en avant comment votre offre répond à leurs besoins. 3-Démonstration de la valeur ajoutée: Montrez les avantages concrets et la valeur que votre solution apporte. 4-Établissement de confiance: Construisez une relation solide en étant disponible et en répondant à leurs questions. 5-Facilitation du processus décisionnel: Simplifiez le processus d'achat et proposez des essais si possible. 6-Suivi régulier: Restez en contact pour renforcer leur intérêt et les aider dans leur décision.

Diving straight into your sales pitch will definitely bore the client. Establishing a connection is actually a good way to get your client to actually listen to what you have to say later on and eventually get their trust. This way, getting them to agree that the solution you will offeris much easier at the end.

Everything depends on the sales person asking questions which give the customer pause and make them think beyond their standard "salesman" speak. This is where the relationship begins developing and value is assigned. The key is to stay away from transactional questions (how many, dollars spent, etc.) and focus on strategic ones (why do you use, how do you, etc.) and center the asks around understanding the why which will show you and the customer the problems that need solving. Spending extra time in this part of the process is the key to a successful outcome.

According to my experience, i follow below few steps to make prospect closer to making decision: 1. Mutual awareness and profiling 2. Enhancing the awareness to an connection with trust building(probably one in his contact list) 3. Adding value to his requirements and meeting at least 60-70% of his requirements. 4. Gentle push

Asking the right questions is great, but to be most effective with this approach, it needs to be accompanied by: 1. Seeking to understand their perspective before responding. For example, I work in senior living. If someone tells me they don’t want to move because they don’t want to sell their home, my response should not be: “I’ll get you a realtor.” Instead, consider: •How long have you lived in your home? •What do you love about your home? •Tell me what it was like when you first moved into your home? •Is there anything in your home you would change if you had a magic wand? Seek first to understand. The rest will flow naturally.

The one thing I teach is that the difference between a good and grace salesperson is the number of questions that you ask. The confidence to ask those questions is a whole another thing.

2 key elements here are: a. The value of asking the right questions must be accompanied by actively listening to the responses. This shows that you understand the critical role of engaging in a two-way dialogue, where listening is as important as questioning. b. Share brief stories or examples where asking the right questions led to a successful outcome can be very effective. This is a personal touch that adds adds credibility.

When we think of providing value it can be tempting to think of the features of our product and the value those features provide. But, if we don’t first understand the problems our customer is facing, how do we provide true value? If we “sell,” based on OUR perceived values over our clients values, we’re missing the point. To maximize value, here are some good starting points: 1. Understand what your client values and what they don’t. 2. Understand which problems are largest and most painful first. 3. Ask them to describe solutions they have considered and why they do or do not work? 4. Ask what happens if they don’t make a change? And if they do? True value comes from guiding people in tough positions to optimal solutions.

Don't just sell your product, your client already knows your product. Instead, sell a solution. Tell them how your product is going to solve their problems.

Think of objections as your client's way of knowing your product well. Don't feel like it's an attack to you as a salesperson. Acknowledge where they are coming from, as well as their emotions. Empathize as much as you can, genuinely. Just always remember to provide a solution and not the product itself.

ABC is not a movie saying - it is a real part of the entire sales process. ABC is a simple, effective way to help develop sales reps who intentionally close throughout the process; thereby, increasing their percentage of wins. Another favorite of mine is the "if I could, would you" close. This is effective in getting a direct answer yet doesn't sound pushy which makes it easy for a newbie to use. My question: how many sales managers/directors are coaching their teams in methodology and psychology in the sales process? If you are - do you gloss over closing or train throughout each stage? If you do not develop your sellers, who will?

Its a sad fact but the majority of salespeople never even ask for the sale. This may be due to several reasons. One of the main reasons is they feel awkward asking. Ive found that it is vital for salespeople to believe in their product and company. They must be absolutely SOLD on the company they work for and the product/service they are selling. If they have this mindset - which is a high level of certainty in what they are selling - then they feel the duty to ask for the sale because if they dont, they know the customer is losing out.

One error often made is not always having a strategic next step. Before any interaction have a solid next step ready and gain confirmation from the other parties that it will occur. Too often follow up is too loosely structured and deals lose energy or become set aside by other priorities. Making sure that meeting have a solid purpose, expected outcome and agreed upon next step is key to selling success!