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Increase Your Sales By Building Confidence In The Company You're Trying To Sell To
Having trouble making that big sale?
If you are having trouble trying to sell something to a company, then they most likely won't buy from you if they have no confidence in you or what you're selling.
Here is an important question to ask yourself... "how can I establish buyer confidence?"
If you want to establish buyer confidence, you might want to try using sales tools to demonstrate the product or service you are selling in real time and use examples of how your product or service has work for other well-known name brands and companies. You want to give the person or company you are trying to sell to confidence as soon as you can because it will make the sale a lot faster and save you a lot of time if you do your homework and arrive prepared.
Other than the obvious things that you must have in order to help make the sale, which is being enthusiastic, having high energy, confidence and in-depth knowledge in the product or service you're selling, being on time, being friendly and professional, and looking good, there are 8 different ways to get a lead confident enough to buy from you. Let's start by going through them...!!!
1. Make sure you arrive well prepared and equipped with in-depth knowledge about your product or service. If you arrive behind your game, making excuses and apologizing for being late etc, this will only make the confidence of the person you are trying to sell too low. Not good!
Involve Your Prospects
2. While giving the presentation for your product or service, you will want to involve people who are going to decide for or against what you're selling in your presentation. For example, have them hold samples, have them demonstrate your own product or service to people in the meeting. This is a fun and enthusiastic way of building buyer confidence.
Build credibility for yourself during the presentation
3. Bring credentials of you and your company to build credibility for yourself during your presentation. This could include news articles about your company, awards, or testimonials from big brand names.
Have your previous clients help you sell
4. If you have written or verbal permission from previous clients you have worked with to be used as a reference, then call your references or perform a video conference call during the presentation and have them explain to the people in your presentation how your product or service to work for them. This is a killer way to gain instant credibility and build confidence in the person or company you're trying to sell to. In other words, have your previous clients help you sell in the future by using real time video conference calls. Use technology to your advantage.
Don't go over their heads by being too technical
5. Not everyone in the room is going to be an expert in the product or service that you are selling to them. Don't give out too much technical information to the company you're trying to sell to. This could confuse them and make them lost during the presentation. Use some easy to look at examples and try your best to explain things so that they will understand. If they can't understand what you are presenting to them, then there will be no sale. Take it easy, move slow, and make sure everybody understands what you're talking about.
You will never sell and run away never to be seen again
6. Make sure during the presentation, you let your prospect know that even after the sale, that you will be there for them in case they need help or support. There is nothing worse than a sales person who sells and then runs away.
You are a friend, not a sales person
7. Let your prospect know that you are not just a sales person but that you emphasize long-term relationships with them. Any customer wants to know that you will be there for them to help with problems far after the sale. As the company starts to grow, they expect you to be there for support by offering new products and solutions. Give them your personal cell phone number or even your house phone number to let them know that you are more than a sales person, but a friend. A person is more likely to buy from a friend rather than a stranger.
Show that you are an expert in their industry
8. Show them that you are a professional and an expert by asking important questions about their company and what they are looking to improve. Don't talk too much about your presentation, but make sure that you ask questions so that they understand that you know about their concerns and what they are looking to improve or solve.
These are eight different ways or "personal sales tools" that you can equip yourself with when it comes to building buyer confidence. Whenever you are ready to do a presentation, make sure you are equipped with these eight powerful tools. Build these tools yourself, and plan what you are going to use for each different one during a presentation.
For example, if a prospect asked you who else uses your product or service, make sure you use one of your biggest brand-name clients to impress them and build confidence.
"Even if your product or service is the cheapest around, you still won't make the sale if your prospect has zero confidence in you."
All in all, these are probably the 8 best ways to build confidence in the company you are trying to sell your product or service to. Thank you for reading.