Bernard and Grant have discussed many topics about sales and how to convince your customers. Today, they are joined by Ucidity's Sales Manager, Maddy May and an extraordinary guest from The Authentic Sales Training Academy, Adam Bude. They will discuss how t convert a sales lead into money without forcing and causing your buyer regret.
Buyers' remorse is when they buy based on emotion and justify it with logic. Most sales tactics are manipulated to get a yes, no matter how it is done. There are scripts provided, and everything is KPI-based. Sellers paint a beautiful picture so buyers cannot refuse to buy.
But the truth is, they know that they are misled and manipulated. You will never get repeat business. You will never get referral business, and that will remain a one-time deal. Live the mantra of being of service first and foremost, and if you can't be of assistance, refer and recommend them somewhere, they can get help.
Every salesperson is after, these days, simply to make a sale without knowing what the customer needs. Frequently, they go for the upsell instead of hearing what their customers intend to buy.
Adam says that you can be two things. You can be a schmoozer, or you can be someone who operates from self-integrity. There is a big difference between having integrity and working from self-integrity. A good salesperson does what they say they're going to do. A good salesperson is not just good at talking it up but one that takes action.
Most salespeople believe they need to talk someone into buying something instead of listening to what that person needs. It would be best if you had self-integrity. If you promise to return a call or deliver an outcome, keep that promise. The most important thing people forget is that they overtalk it and under-deliver. It would help if you were 100% committed to your self-integrity.
Every single person is in sales. Your profession does not matter since every transaction or human interaction is a sale. You are a salesperson when you are not afraid to put yourself out. People who succeed in life, whether in business or not, are people who show a greater version of themselves. They keep on improving their skills to excel.
How do we handle objections? An objection is simply a state of confusion. You either meet people who are outright not interested in your product and do not require it, or you have people who just need the nudge. It would help if you convinced them in their language to have that internal agreement.
All of us are salespeople, although we do not have the same calibre. One must understand that we are to help first and provide for our customer's needs and not just slap a sale. Prioritise their needs, and you will not lose a single deal in the future.