Direct sales techniques that you can easily add to your sales process
Direct sales tips are those additional direct selling techniques that make your sale go smoothly. They increase your sales, and your income, by adding that extra effectiveness to your communication with buyers.
The direct sales tips here give you the benefit of the experience of seasoned direct sales people. They discuss ideas and sales tips on:
Motivating prospects to give you their time
Controlling the sales environment
Using and projecting confidence
Seating plan for best effect
And how to combine these direct sales techniques with your sales process
Direct Sales Techniques
We all know that using a good sales process is a must if you want to be successful in sales, and selling direct to the public requires additional skills.
Your prospects are not professional buyers. They require more leading and guiding through the sales stages. Buyers can be nervous, some are wary of sales people, and you sometimes need the attention of both partners in a home. Good direct selling techniques must include ways of overcoming these challenges.
A B2B salesperson doesn’t often face distractions such as a television or children.
You may have to try and keep more than one person interested in what you’re saying.
Let’s face it you are selling to amateurs.
They don’t know office and business etiquette, and without your guidance they don’t always follow the sales process that you want.
When sales meetings take place at a prospect's home the introductions, seating arrangements, and the environment, require strong and confident management by you.
Consider the direct sales tips here and the put them into your sales process.
…These direct sales tips should be used in conjunction with a good Sales Process. Click the link and see the sales stages of the process my sales teams use..
Why should a prospect give you their time
Whether you are meeting your buyer in their home or at your office, you need a really strong reason for them to spend time listening to you.
Many Sales Appointments are made by offering the prospect something for free, or a possible benefit, if they agree to see you. So good direct sales tips are; to use those benefits to form the basis of your reason for meeting with the buyer, and why they should give you their time.
What’s the best motivation for the buyer
When putting together your sales process consider what will motivate the buyer to listen to you.
These direct sales tips are based on some of the most effective behavior and motivation techniques.
Ask yourself if the best reasons to give you their time, and consider buying your product, are because they will gain something positive. Or, will they avoid something negative, such as moving away from a bad situation.
Is the motivation to buy your product, to move from their current position and move away from a negative motivator, or to move towards a positive motivator? When a buyer walks through your showroom door, or lets you into their home, what is it they would like to gain or lose?
A quick test for you
To see if you understand these direct sales tips on motivating the buyer, ask yourself this question.
If you were selling finance deals, and you sold a loan to your customer, is that a moving away from a negative motivator, or a moving towards a positive gain motivator?
The true answer is
It can be either. If the finance was for an exotic vacation then they are motivated to move towards a positive. If the loan was for repairs needed on their home then they are motivated by moving away from a negative.
Good questioning techniques will show you the bottom line benefit the buyer wants. When you give your buyer a reason for meeting with you, and for giving you their time, you have to choose the best one based on what you know. Take these direct sales tips and start thinking about your product. Is it something people buy to move towards a positive or to avoid a negative?
Now put this direct selling technique into action
Now come up with some really good reasons, based on this motivation technique, as to why you are there, in front of your buyer, and why they should listen to you. Are you going to help them move away from a negative, or towards a positive?
Direct sales tips on taking control
From the minute you step through the door of their home, use direst sales techniques and take control of the meeting. If you meet prospects at your office or in your showroom, take control and make it easy for them.
Do it openly and honestly. Decide where everyone should be sat and explain why this will benefit them. Good direct sales tips are; to take control by advising the prospects how they can get the best from the meeting with you. And show them you are confident and used to doing this.
If there are distractions, get them turned off or put away.
There is no point struggling through a sales presentation trying to be heard above a television, or competing with constant interruptions.
You will not get the sale and the buyer could miss out on valuable information.
Show the buyer you are serious about the meeting and only continue when you have their attention.
Your sales time is expensive, don’t waste it.
If you need both partners in a couple present to agree a deal don’t waste your time if only one is available. Re-arrange the sales appointment. Don’t expect the one partner that is present to sell your product to the other one on your behalf. You’re the sales person, and It’s you that knows your product.
...I call it doing confidence not having confidence. This is because I don’t believe you can give anyone confidence. It’s not something you can hold, it’s something you do..
..It is confident actions that you take, not confident packages that you collect and somehow add to yourself. Confidence in sales is a verb not a noun..
Remember these direct sales tips on confidence when you meet your next customer.
Direct sales customers are not professional buyers.
If they are quiet, or over talkative, it could be they are nervous. Maybe they are not used to making financial decisions. Maybe they think if they don’t make a decision they can’t make a mistake.
They need to see that you are confident and can lead them through the sales process.
At the start of your sales appointment or retail sale, use your direct sales techniques and confidently set out the agenda.
Tell them why you are there, what you can do for them, and how you will lead them to a point where they will have enough information to reach a decision on buying.
Setting out the agenda is an important part of any sales process.
My sales teams constantly use this in the introduction sales stage.
As a direct sales technique it is even more important because you can’t assume the buyer knows the sales process you are going to follow. Add this direct selling technique to your sales process and gain the rewards.
No matter where you are when you make your sales you want to control the set up, and the sales area.
Whether you are in the buyer’s home, or your showroom, the positioning of you and your customers is important. These direct sales tips are important whether you are seated or stood, indoors or outside, and even if you are on the move.
When presenting to more than one person, make sure they are sat or stood together. When you are in between prospects you will be looking from side to side as you talk. This interferes with the communication and stops you monitoring non-verbal feedback.
...Take a look at the picture at the top of the page. The seller is sat in the middle of two customers. When talking to one buyer she is turning her back to the other..
...It’s very difficult to build and maintain a relationship with this constant body movement. This is poor positioning and the seller should have taken control of the set up at the start of the sale..
Friendly or Formal
If seated at a table do you want to face the customer across the table, or be sat closer and around the table corner?
Face to face across a table is confrontational. It’s business stance, and can give the impression of formality. If that’s suitable for your product then great, use it.
Standing or sitting next to your customers, or at 90 degree angles is informal and friendly.
You can also give the impression that you are on their side.
I’ve seen great sales people sit close to their prospects and whenever they talk about the company they work for, they gesture across the table.
With the right body language and gestures the customer sees the seller as on their side against the company and working to get them the best deal.
The imaginary company boss is occupying the confrontational area directly opposite, but the nice sales person is on the buyer’s side.
Comfy chairs are great, but you can’t give an effective sales pitch from a laid back almost horizontal position having sunk into the back of a chair.
...I always manage to spill coffee when sat back in a soft chair so I avoid them, and the mess, in all sales appointments now..
If the buyer has guided you to the easy chairs, take control and tell them they will get more benefit if you all sit around a table.
Don’t start your sales meeting with the buyers until you’re happy with the set up and the seating arrangements. It is far easier to change positions as you start the sale rather than trying to change part way through.
Be firm and polite, and be honest with the buyers. You are a professional salesperson, you’ve done this many times before, show them how they will get the best from this meeting.
Direct sales tips summary
I hope this has refreshed some of the direct sales techniques you already knew, given you some ideas on actions you can take to increase sales, and shown you direct sales tips that will help you to make your sales process work more effectively for you.
These direct sales tips are mainly focused on the beginning and introduction stage of the sales process.
This is the most important stage. It sets up the sale and if you don’t have a great introduction in your sales process you will not get a chance to use your other direct selling techniques later on.
You are a sales person with some experience. You know that you can increase your sales by increasing your sales skills, and making your sales process as effective as possible.
Click the image and see information on a sales training workbook course on building a successful sales process.
Sometimes we let our selling techniques become stale and don’t update them with the most effective sales training.
In direct sales this is especially important and you know you should constantly be looking for ways to benefit by improving your sales process.