Most likely they did their preliminary research themselves and assume that they know the most (but really very little) about the business, and they expect to fill the missing information gap with a salesperson to just inform them if there are things they are missing out. Look if they are looking for consultations they will be paying for a consultant on a hourly basis. The reality on the ground is the prospect, most of the time is not expecting a full-fledged consultation. we are offering solutions.blabla despite the fact that the business demands them to sell, their sales contract demands them to sell and their renumeration package is 100 percent based on how much they sell. And therefore they hallucinate and hope for it and start to say rubbish like “we are not salespeople.we are not selling. The reason why a customer buys through a salesperson (you) versus he making his own mind through his own research online or through product catalogue is that you are the expert who can add value and he can trust you as an honest advisor right? That is what most the “textbook says” and what sales people aspire to be. It is better to educate and explain through multiple appointments and close a big deal once the client is ready.ģ)Consultative selling and talking like an expert will be good and sufficient, if that is what the client is expecting. Don’t try to close a small deal in the first appointment and make the product sell itself. In the above example it is better to do most of the sales education and consultation before closing anything. Salesperson: “Hi Mr Client how do you feel about the insurance plan that You bought last year.?” This acts as a marketing tool for the more expensive premium training services that is offering elsewhere.īut if you are selling intangible financials like insurance it could be harder to use such a method. He put in a lot of research and value into his book which is sold cheaply. You can see that is how Jordan strategize for his sales coaching. That is why Jordan focus on closing small deals to prove value. If you study how Jordan trains sales force for business a lot is operating on the “street smart factors” relevant to the business rather than following his own system.Ģ) Demonstration effect is good if the product or service you are getting can be demonstrated. What are the short comings of such a system?ġ) All systems start to cripple if they do not fit the actual sales scenario. That’s why it is important to stress on the track record of the company, product/services and the salesperson throughout the presentation multiple times before the objection and after the objection. That is why people always say “let me think about it” to a logically good deal. There is always a fear they they are presented with the good sides of a product or service by a salesperson only to be hunted by the bad sides in the future and regret about it. The logic is that, a prospect will often hesitates to put the money into something he doesn’t know well or fully trust. Reaffirm the track record and branding of the product/service, the company and the salesperson. Prove to him how much the bank can make on a percentage basis for that small deal to earn credibility. There was a youtube video of him convincing an Australian business owner to move part of his foreign currency account to the bank he works for and let then do the hedging for him. Key Objective of the sales appointment, close a small deal to prove performance so as to win a bigger deal in the future. Run a marketing campaign to find out qualified prospects. Jordan does have a deep understanding of sales/business and developed a water tight sales strategy for himself. Click to expand.He could be hiding his assets from his creditors.
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