Every entrepreneur knows that sales revenue is the driving force of almost every type of business. So, what is your business doing to boost sales and form long-lasting customer relationships? On today’s show, we welcome back Jeff Shore, CEO of Shore Consulting, best-selling author, and B2C Sales Expert. Jeff is a seasoned sales trainer and always has good insight into the good habits and behaviors that every salesperson should have.
- Giving up control: Asking a customer, “How can I help you?” relies on the customer making the first move. That’s unexpected pressure for the customer and they might not know how to react.
- Focusing too much on where the customer is going, not where they’re coming from: There is a reason why a customer is looking for a specific product or service, but salespeople tend to focus on where they can take the customer. However, they need to truly understand the motivation and the problem.
- Low or no emotion presentation: Consumers are emotionally driven people, and they tend to make their buying decisions predicated upon emotions rather than logic.
- Not gaining agreements: Have the customer make a series of small decisions along the way, so they’ll be more inclined to say ‘yes’ to the final purchase.
When a customer talks to a salesperson and lies, it’s easy to start making moral judgments about your customer. Nothing good ever comes from that. If a customer is not giving you an honest answer, it means they don’t trust you with that information yet. However, as a salesperson, you have to ask yourself, “Am I trusting my customers? Am I trusting myself?”. You can be both honest and successful, they’re not mutually exclusive.
Closing a customer who is not ready for closing can be hugely detrimental. Customers can usually sense when a salesperson is only interested in making money and not interested in solving their problems. You’re letting them know right away, that this is not a partnership, its a battle. Jeff strongly believes this is the wrong approach, even though he knows a lot of people disagree with him.
To find out more about Jeff and his insights into sales training, be sure to watch our full interview above.
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