Thursday, August 20, 2009

Reducing Your Client’s Risk Through Modern Probing

Modern Selling professionals must understand how Client’s choose. Modern Probing is about being able to separate the customer’s needs from their wishes. Sales masters International has developed a solid reputation in teaching sales professionals how to clearly identify what is important to help customers decide what they genuinely require.

Sophisticated questioning strategies result in a customer centric needs analysis. Salesmasters International Modern Selling development programs uncover what it feels like to be a buyer, reveal what is motivating customers to make a purchase and help you to expose what the buyer is in fact searching for. If you can find out what the prospect wants and excite them about it, they are more likely to consider what you are offering.

Modern Sales Professionals understand that customers can experience discomfort in the selling process. Your ability to be aware of negative emotions clients face will support you in reducing your customer’s risk and set up the right dynamics to apply Modern Probing skills.

Top 4 Buyer Emotions

1. I’m taking a personal risk. I’m concerned that you are selling me what you have rather than what I need.

2. I’m feeling insecure. I don’t know you well yet I have to make a decision about your product/service. I’m not sure that I can trust you.

3. I’m exposed. In buying your product/service I have to discuss my real needs not just my ideals or wishes.

4. I’m skeptical. I have been burned before by these kinds of products/services. How do I know that what you are promising is true?

Top 4 Modern Probing Questions to Combat

1. What do you have now?
2. What do you like most about what you have now?
3. What would you change, alter or improve about what you have now?
4. Who, in addition to yourself, will be involved in the financial decision?

Modern Sales Professionals develop customer centric needs analysis questions to combat negative buyer emotions and reveal what the customer truly wants. Salesmasters International’s Modern Sales development programs set sales people apart from their competitors as they truly understand how to reduce their client’s risk and meet what their customers’ desire and want.

Modern Sales Professionals Build Professional Intimacy

Effective selling requires sales professionals to build professional intimacy. The reality is that sales people only get one chance to make a positive first impression. Salesmasters International draws on over 17 years learning and development experience to provide structured skills training to support sales professionals in developing these skills. Modern Customer Centric Pacing effectively supports the sales professional to set up the dynamics that enable both parties to move a conversation forward.

Modern Customer Centric Pacing is the art of authentically aligning you to the client. The most effective way to dramatically improve your skills in customer centric pacing is to learn how effective communication builds professional intimacy. Communication occurs on a number of levels: 7% is through the words we speak; 23% is through the tone of our voice; and 70% is through non-verbal signs. Modern Sales Professionals understand this and have mastered building professional intimacy. Here are a few tips to assist you.

Tip #1: Demonstrate Empathy– Your ability to see a situation from another person’s point of view. Customer Centric Pacing helps to build trust and rapport with your client. Find your common ground and stay on it. People like doing business with people they like. Customer Centric Pacing is a relationship building exercise that enables sales professionals to create a true exchange of thoughts and feelings.

Tip #2 Consider First Impressions– You have one shot to make the best first impression. Customers notice shoes, hairstyle, clothes, posture and state of the surroundings, the way we walk and talk. Your first ten words are more important than the next 10,000.

Tip #3 Establish Rapport- Ask your client for their opinion on a non-controversial subject; ask them about themselves, their hobbies, pastimes, interests, listen to them actively; look them in the eye; display a positive attitude; be sincere; under promise and over deliver; tell the truth; be interested; don’t try to impress; and tell them something personal about yourself.

Tip #4 Matching & Mirroring - You can subtly lead the mirroring by turning into the person with whom you are dealing, mirror their rate, speed and volume of talking. Make the sales encounter a positive one – If is up to you as a Modern Sales Professional to match your prospect’s mood at the start, then lift the mood into a more positive one. When you moods are matched, effective communication can occur.

Salesmasters International’s Modern Selling development programs are practical. Modern Sales Professionals learn that Customer Centric Pacing must be practiced, once you have mastered it, selling is easy and fun! Get into step with your customers, raise their mood, and be positive, caring and friendly. Get the best sales training courses now!