1. How do I find clients and present myself as a genuine salesperson?
You can find clients in the most competitive and populated regions as well as the most unlikely places. As salespeople, we can’t always rely on marketing to give us leads; it’s also part of our job to find them. There are a lot of places outside of the usual big cities that your competitors aren’t looking at where there may be a few big fish biting.
As for how to present yourself to a prospect, one of the best skills you can attain is learning how to adapt your communication style to fit theirs. For example, if the prospect likes details you can provide a thorough presentation. But if they like fast and to the point, you can present bullet points of information.
2. What is your advice on convincing someone to say “yes” when you’re not the cheapest option?
Determine what is important to them before you try and sell them your product. In preparation for your sales presentation, your prospect may have already researched you and your product, therefore you should focus more on why they need your product instead of running through the features. Finally, ask questions, answer every concern and develop a solution that will fit their needs.
3. When is the ideal moment to finalize a sale?
Asking for the sale may be the hardest part of the job. After you’ve discussed the prospect’s needs, answered every question and satisfied the need with a solution. Then, you have earned the right to ask for the sale.
Let your prospect know you understand their needs and have a solution and ask, “Is there any reason why I couldn’t earn your business today?”
4. How can I charge what I’m worth and not discount due to objections?
Although it’s tough, you definitely want to avoid cutting the price as a quick solution to making the sale. This can lead to a slippery slope of reduced profits and a devaluing of your products.
To handle objections, I always try to bring up an objection before the prospect does. This is called the “Preemptive Strike.” You can prepare yourself by coming up with some objections the client may ask. Then, during your presentation explain how clients enjoy your customer experience, but you often get questions about one issue. You can then elaborate on the answer and position it so that you’re in control.
5. What is the best way to become more comfortable networking with other professionals?
Practice, practice, practice! Effective networking is about being genuine and authentic while building professional relationships. Start by researching the networking event to ensure your ideal client, or people with access to your ideal client, are in attendance. Next, while at the event do not push your product. No one likes pushy people. Instead, ask questions about their product, and ask how you can help them. You’ll be amazed how fast they begin to ask about your product. Lastly, be quick to follow up with people that expressed interest in your company. After a while you will gain confidence and build strong business relationships making you a memorable and trustworthy connection.
These are just a few of the many questions I have been asked throughout my career as a keynote speaker. If you would like to learn more about my services and upcoming speaking engagements or would like to book me as a speaker, visit my website and we can connect there.
About the Author:
Based in Dallas, Stephanie Chung and Associates offer sales coaching, sales training, and executive mentor services nationwide that help you work smarter, not harder. As a former sales executive in the aviation and private jet industry, Stephanie has mastered the art of high ticket selling and has mentored, coached and developed some of the highest paid, most elite, sales professionals in the country. Serving business leaders, sales executives and sales professionals, Business Coach, Stephanie Chung, uses her proven executive coaching and sales training expertise to get the job done. Chung is an executive coach, trainer and advisor as well as a public speaker backed by more than 25 years of team management, business development, and sales leadership experience. She counsels sales executives and business professionals in a diverse array of strategies and tactics. Chung is also a public speaker and a contributor of The Change Book Series.
Author, Stephanie Chung, High-Ticket Sales Closer