When it comes to sales the end in mind in most cases is to close a sale and/or gain customers. This can only be accomplished when the client’s decisions are synchronized with the decisions that you are looking at wanting them to make.
How do you make an impact on a prospective client’s decision?
To convert a prospective client to a client, it is first critical to move from the conventional format to a more unconventional approach. Over the years of development of sales there is a certain mindset that has been formulated towards a salesperson.
This mindset revolves around the fact that the salesperson is here to sell and will sell the product or service he or she is endorsing with complete rigor. This mindset creates a block in the client’s mind before even starting a conversation. It creates an imaginary wall and block in the mind of the prospective client.
This is the client’s perception of our intent. The only perception established in their mind is that you’re there to hard sell your product or service. It is therefore critical to first break free of this perception.
To eliminate this perception, the most important is to put the client’s needs before yours i.e. Helping Clients Succeed as a paradigm.
How do you eliminate this mind set?
It all about how you begin the conversation. It is important to create interest to keep the client engaged within the first 15 seconds. The only way to do this is by bringing them into the spotlight. Let’s highlight this through an example of an introduction of a sales pitch.
Ramesh is going to make a pitch to a pharmaceutical company. The first thing Ramesh does post setting a meeting with the company is asks the client on a telephonic conversation about their top two or three priorities that they would like him to cover in the upcoming meeting. This is the first step towards preconditioning and helping the client move out from the typical salesperson mindset.
On the day of the meeting Ramesh begins by throwing light on the research he has done of their company and how it ties to the experience he has working with other companies in the same space. This instills confidence with the client that you have experience in working with companies within the same industry.
Next Ramesh states that he will spend time discussing the priorities of the company, which were stated to be revenue growth. Under the same he sees potential in the company being able to drive a 12% growth and increase average revenue per customer by 37%. By doing this he has stated his intention and brought the client to the spotlight. This has helped him gain and sustain the client’s attention.
The client’s perception of our intent has a huge impact on how they engage with us. When our intention serves both our needs and the needs of the client, we can both win.
To understand how to drive sales and revenue within your organization, register for the Helping Clients Succeed workshop today.