Why Your Prospect Should Close the Sale for You.

Sales is one of the most exciting and financially rewarding professions a person can choose. There’s only a small number of people who earn more than the best sales professionals in their respective fields. But salespeople no longer need to be an employee of a company to earn high wages. Using Swarmsales, there’s now a way for salespeople to leverage their contacts into growing their own businesses.

Companies on the Swarmsales platform are looking for leads, which is where you as a salesperson come in. All you have to do is submit an intro opportunity to these companies through our marketplace sales professional interface. If your intro is accepted, you help them throughout the sales cycle. This allows you to make money while working on your own. I want to share one script that I regularly use with success.

A sale begins with the customer, not the salesperson.

Salespeople will too often lead with their own solution without hearing out a company’s problems. How can you know your product will help a business if you aren’t totally conversant with the problems they are currently facing? One way to differentiate your sales approach is to lead with a major problem your prospect is likely facing. This builds trust within your customer because they will feel that you truly understand their needs. But, before you can do that, you need to discover what that major problem they are having actually is. There is a sales process that prioritizes getting a prospect to talk. It opens with a throw away question to get them talking. Next, try to get them either to confirm or elaborate on their business needs. And finally, move on to closing the sale. Let’s examine each part in turn.

The Throw Away Question

This gives you some momentum as they engage you in conversation. This could be a line like “Hi ___, this is ___. How are you doing today?” You just want something simple to start the conversation rolling. If you end up doing most of the talking, the sales call or meeting is going to be an uphill battle. It’s better to listen to what the customer is telling you rather than talking yourself. You don’t want to spend too much time trying to impress the customer with how good your products are. You should initially focus on understanding the customer’s needs. This will allow you to better position your product or service for a sale once these requirements are understood. Pose a business issue that is likely to concern them to see how close you are to their pain points.

You want to empathize with your lead by showing you’re putting their needs first. The sales call could include a line like the following: “One of the main concerns we are hearing from companies like yours is ___.”

Let’s contrast that opening to this approach: “I’m the new sales manager for your region, and I’d like to stop by to introduce myself.” This second approach doesn’t give the prospect any compelling reason to meet with you. But starting your introduction by sharing some valuable information shows familiarity with their market conditions. You are adding value to the sales process by showing that you’re aware of how your product solves their particular problems. This also hints at your ability to differentiate yourself during the sales process. When you fail to differentiate yourself in a competitive market, you are forced to compete on price alone. And that’s always going to be a race to the bottom.

Ask an opened-ended question to discover other concerns besides the issue you raised. An open-ended question will help get your prospect talking about problem their business is facing. Closed-ended questions, on the other hand, are those that can only be answered with a yes or no answer. You can’t learn much about the customer’s real needs if you are only posing yes or no questions. These type of questions can also make the conversation feel like an interrogation. Focus on asking open-ended questions if you want your sales meeting to work in your favor.

With that in mind, let’s revisit the previous line we used and see if we can add something on to make it an open-ended question.

“One of the main concerns we are hearing from company’s like yours is ___. Is this the issue affecting your business, or are there more urgent concerns you’re facing?”

It doesn’t matter how the prospect answers your question. If the prospect acknowledges the initial issue you posed as a concern, then you hit the bullseye on the first try. But what if the business issue is not a concern for them? By adding an open-ended question to your initial supposition, you allow them to tell you what is actually concerning them.

All we’ve done is to add a simple follow-up question to help spur the customer to talk to us. It’s critical that the customer do most of the talking during the sales process. This allows you to step back and listen to what they’re telling you. They will elaborate on their needs and how they want to be sold, but only if you are listening.

Try to close the sale. If your initial sales pitch is either on the phone or through email, then this might include scheduling a face-to-face meeting.

You’ve developed rapport by encouraging your prospect to talk about themselves. You’ve also elicited some clues on what your prospect’s pain points are for their business. You’re probably also beginning to see how your product or service can solve the issues the prospect has. Now’s the time to either close the sale or ask for a face to face meeting. Let’s revisit our script and see about adding in a close.

One of the main concerns we are hearing from company’s like yours is ___. Is this the issue affecting your business, or are there more urgent concerns you’re facing?

(Get response from prospect)

Our company has been very successful in assisting companies like yours overcome issues similar to these. I’m going to be in your area next Thursday and would like to stop by and introduce myself. Would __ be a good time to drop by? You can call me at ___.

This simple sales method is really nothing more than asking open-ended questions to encourage your prospect to talk about their needs and problems. Once you get your prospect talking, it’s just a matter of listening and taking notes. You’ll soon have enough personalized information to tailor your offering directly to your sales prospect.

Coming up with an effective sales script (and finding qualified salespeople to deliver it) can be challenging for small businesses. That’s why companies should routinely turn to SwarmSales to match experienced salespeople with these businesses that need new prospects. If you’re looking to represent these companies without the hassle of clocking a 9-5, try bidding for sales work on the SwarmSales marketplace today.

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