Transcript Slide 1
Your presentation FAQs from customers Overcoming objections Closing the sale Your Presentation • Trust is Key to Your success • No Trust = No Sale • Don’t Rush into selling your product or service • Spend time establishing a relationship and building a rapport with the prospect • Be Confident not arrogant • Know the product you are selling inside out • Customer makes mind up in 2-4 minutes as to whether they will TRUST you based on the following factors Trust Factors Non verbal – 55% of the decision process • Eye Contact • Body movements • Body Language • Your appearance How you speak - 38% of the decision process • Tempo • Loudness • Pitch • Tone What you are saying – Verbal – 7% of the decision process • What they hear? • Tone of voice Your Presentation 35-40 Minutes 5 Steps: 1. Building the trust 2. The success of your company 3. The product / service you are offering including benefits and features 4. Why other people have bought their and success to-date (testimonials – show the results of your work, their return on investment, their conversion rate, their increase in sales, take handwritten testimonials with you) 5. The positioning of the business – research the company before hand and find out where they rank – where are their competitors – how much traffic are they losing out on? – Show where the most traffic – which keywords have highest number of searches – Show them where their competitors are – positions 1 to 5 on Google – Show they where they rank – Show they what traffic they would get from using your service! How many more customers? FAQs From Customer FAQs arise for 2 reasons: 1. If you haven't presented your pitch in a clear and concise manner 2. Or the customer has genuine questions and are looking to buy from you (or close) Examples: How will it benefit my business? What return on my business will I see? How do I get to number one on Google? How long will it take? Do you guarantee results? How much extra business will we get from it? How will you track my sales? What are my competitors doing? How do I maintain my results? Overcoming Objections 2 types of objections from customers: 1. Fear Objection • I want to think about it…. Ask what it is they want to think about? – See if you can work out their fear and then overcome the problem. Maybe you didn’t explain something well enough? • Its too expensive…. Ask if they would consider a payment plan? Would it help if we spread the cost over X number of months? Maybe a trial version? Add an incentive? Did you talk about the guarantee? • I want to get some other prices… • Means you have not given them enough reasons to buy or establish that level of trust that they are willing to buy from you. Key here is to show how competitive your prices are? Take a list of your competitors prices with you! 2. Questioning Objection – they want more info (not an objection but an opportunity to close) • Can I pay for it monthly? • Do I get discount paying upfront? • How long will it take? • How will I maintain my position? Closing The Sale Ask questions to gauge where the customer is currently in their buying process. Maybe they need more information? Maybe they are ready to sign? • • • • • • • • • • • How do you want to pay the deposit Do you want to take advantage of…(the promotion) Do you want us to start this week or next week? Will you be available next week for the first draft? Will you be paying monthly instalments? Is there anything else I need to show you? What type of Online growth are you looking for? What time period have you set aside for this? When would you like us to start promotion? Are we in a position to go ahead? Just sign here…