0: 59s Why sticking to the purpose of the sales conversation pays off
1: 05s One of the biggest mistakes business owners make when selling
1: 39s Why building rapport doesn’t always work
Remember not every person has the same buying strategies and you need to adapt the way you sell depending on your prospect.
Tell us about YOUR favourite sales tip below! Have you ever lost a sale because of getting too friendly with a prospect? Do you have clients who just want to come in, purchase and get out? Have you been in the shoes of a customer when you just didn’t feel like small talk and your sole aim was to purchase something.
Christo Hall: Hey there guys, I just wanted to give you a quick sales tip coming at you from Singapore on the way from Sri Lanka. We‘ve just come from Sri Lanka and we got some shorts made, some board shorts tailored by this little guy at a cute little shop on the side of the road in the middle of nowhere, out by a beach in Arugum Bay. And basically what he did, because it‘s not a massive sale, the board shorts were around $15 to be tailored… And what he did, most shops we went into they would ask us about where we‘re from; they‘d ask us about the cricket, they‘d ask us about the weather in Australia, how long we‘re travelling, all this information and it kind of got quite repetitive. So we‘d walk out of the shops because we‘ve had enough of saying it.
Whereas this guy was straight to the point, he stuck to the purpose of the sale; he was always asking us what size, what were we after and leading everything to a sale.. Which is fantastic because when you think about when you communicate with a professional, they don‘t talk about the weather or about where you‘re from for 20 minutes before getting the sale. They always draw it back because they‘ve got a base on where they‘re going to get you to the end result as quickly as possible.
And this guy did a great job at that, so obviously he got the sale. We got a bunch of board shorts made… I went back and got more the next day, our friends got extra shorts made too. He did a fantastic job. So, thinking about the price… The size of your product that you‘re selling, with the lower priced items, it‘s not necessary to go on and on about the whole building for ten minutes, how‘s the weather, how you going. Often people just want to get to the point of sale, and you can actually speed up the sale so that you could have more time to make more sales. So there‘s a little tip for you today focusing on sales.
So if you‘d like to collect this video and enjoy it, please do share. Click ‘like‘ and share how you will apply this to your business down below. It‘s an opportunity to give your product a little bit of a plug there as well. I look forward to communicating with you there in the comments.