Have you ever gone into a store, only to have the salesperson back away and give you space? It’s odd, right? You would think they would want to engage with you and help you find what you’re looking for. But sometimes, salespeople are so worried about being too pushy that they avoid potential conflict at all costs. As a result, they often end up not making any sales at all. It’s a frustrating cycle, but it’s one that can be broken by changing your approach. Instead of backing away from conflict, try to see it as an opportunity to connect with the customer. By engaging in a friendly conversation, you’ll be more likely to build rapport and make a sale. So next time you’re tempted to back away from a potential customer, remember that connecting on a personal level can go a long way.
Making sales doesn’t have to be difficult or painful. In fact, there are a few key things you can do to make it easier. First, learn about the product inside and out. The more you know about it, the better equipped you’ll be to answer questions and address concerns. Second, connect your product to your customer. You do this by sharing stories that connect the prospect vs features. The more comfortable you are with your stories, the more confident you’ll be when it comes time to make the sale. Finally, be persistent. Don’t give up if someone says “no”; continue to follow up and look for ways to add value first. When someone says “no” it just means they don’t see the value. Did you ask questions? Did you uncover a pain they have that they don’t want? Did you find a pain they didn’t know about yet? Think of questions that actually add value versus just puking on the customer with how amazing you or the product is.
Sales is all about people. This concept isn’t new and at its heart, sales is about building relationships with potential customers and providing value first. But what really is value? It’s not what you may think. It’s about uncovering what’s most important to them by asking questions. The best salespeople are the ones who are able to create a rapport with their customers and make them feel like they are part of something larger. They ask questions that allow the prospect to uncover pain they need to fix. People want to do business with people they like, and they are attracted to those who are like them. As a result, the best salespeople are often the ones who are able to mirror their customers and make them feel comfortable. By establishing a relationship of trust, salespeople can overcome objections and close more deals.
The best closing question is “What else do you need to know to be convinced I can be your (blank)?” They can only answer that one of two ways. The first is, “no, I am ready” and the second would be a potential objection. The answer to that question will also give you the information you need to address any objections and close the sale. The worst thing that can happen when you ask for the sale is that someone says “no”. However, even if someone says it, you have gained valuable information about what objections need to be addressed in order to make the sale. Asking for the sale is an essential part of the sales process, so don’t be afraid to do it.
Being great at sales doesn’t mean that you have to be pushy or use high-pressure tactics. In fact, most people are turned off by those things. We like to say, “Slow down to speed up.” That basically means, allow the process to work itself out. Slow down and ask curious questions. It’s not an interview or interrogation, rather a conversation of questions that allow us to unlock the sale. When you do this combined with taking the time to build rapport to connect, you’ll see your sales begin to grow.
If you’re willing to step outside what makes you comfortable and focus on building rapport and providing value, you’ll be more successful in making sales. Master the art of asking questions, and you’ll win more deals because you’re seen as an expert.
As a co-founder of The Constance Group, I’m at the forefront of revolutionizing sales and leadership strategies worldwide. Our difference? The proprietary “Sales Funnel©” methodology—an innovative approach that significantly enhances selling processes, complemented by our programs in leadership, negotiation, and sales development.
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