Sales Techniques How to Make a Stunning Sales Introduction
Sales techniques to give you a fantastic start to any type of sale by building a stunning sales introduction that will grab the prospect’s attention.
Sales training that will show you how to:
Know what to say in those awkward fist few minutes
What to include in your sales introduction
Avoid common sales mistakes that could lose you the sale
And how to go into every sales situation with absolute confidence because you have built a great sales introduction that you know will work.
Sales training that's proven by working sales professionals
Everything you see and hear on this site has been developed with working sales professionals that I manage and train. It’s proven everyday by people bringing in real sales orders. Take the sales training you find here and add it to what you already know to create a stunning sales introduction.
Learn how to:
Grab the buyer’s attention in the first few seconds
Begin the sales process and get big objections out of the way
Motivate the buyer to listen, and move through the sales process with you
Develop a great sales closing technique that starts in the introduction
These sales techniques, on building a sales introduction, are effective with any type of prospect. Retail, showroom, B2B, Field sales, Direct to the public, and even Telesales.
Do you know what the most important line of your sales introduction is?
This page of the sales training website will tell you. It’s a line that many sales people leave out, look at from the wrong viewpoint, or don’t use to its best potential.
Follow these steps to build a great sales introduction
Start by thinking what should be included in your sales introduction.
You only want relevant information that’s going to contribute to the sales techniques, not boring waffle that loses the buyer's interest.
In my sales training courses we build sales introductions in the delegates own words.
Company and/or product name
The reason for you being there
Agreement to the sales process
Motivation to the next stage of the sales process
You only have a limited time in which to get the buyer's attention and get your sales started.
Every line, every word, must make a positive contribution to the effectiveness of your Introduction.
Now let's build each section of the sales introduction and make it work for you. Start with you, and your company.
Introduce yourself and your company
Even the simple act of introducing yourself to the customer should be thought of as a sales technique.
The objective is to make the buyer remember you and your name, and see some possible benefit of listening to your sales message.
If you have a title or position that you think will work positively towards building a relationship, or building there confience in you, use it.
Choose a sales angle. An image you want to project. If you don’t chose one it will happen anyway. The customer will have a viewpoint of you and who you are in relation to the sales situation.
Consider some possible angles and images:
Friendly, use of first name, empathy with the buyer
Similar experience, status, viewpoints
An expert in your field, an advisor
All this can come across in how you introduce who you are. Now add to this your company or product name.
Will the buyer know your company? Is your product a household name? Which will have the desired effect on your buyer?
Consider sales techniques related to this part of the sales process
Add a possible benefit to the buyer, related to your company or product.
Company size, or other customers the buyer will know. Your specialist market, location, service to customers, awards, news articles.
Maybe the age of your company, emphasizing stability, or a new approach. Whatever you choose, present it as a benefit to the prospect.
Don’t make the common mistake of presenting information about you or your company just because you like talking about yourself. I’ve heard sales people introduce themselves by giving almost a full resume. If it isn’t going to highlight a benefit to the buyer, only include it if it’s really necessary.
The most important line of your sales introduction
The reason you are there
Why are you there, talking to that customer. What benefits can you offer them?
Like all sales techniques, frame this from the buyer’s viewpoint. If you were one of your prospects, what would you want to hear?
This sales technique also applies to retail sales people. What benefit can you offer to the customer by talking to them and helping them with their purchase? Give them a reason to continue with the rest of the sales process.
The following is an extract from a sales course I present to sales people around the country, on creating your own sales structure. This section of the course focuses on the sales techniques used to build a great sales introduction.
The Reason for the Call
If the prospect thinks you are there just for your benefit you have to change that belief. The reason you are there has to be a big attention grabber, like a main headline in a written
Your reason for meeting with them could be:
You have something new to show them
Changes to the market or legislation
You are aware of a change related to their company
A good reason could be; You don’t want them to miss out on an opportunity that others have taken.
For example, some of our local customers are telling us that our new range is out selling other products. We want to make sure you don’t miss out on the opportunity to see for yourself.
You may be aware of issues they have had with their current suppliers.
A buyer always welcomes saving money, but make sure you can make savings before you use it as a benefit. If you’re unsure, phrase it a different way such as, increased value, or the reason I’m here is to see if we can offer you a higher value package for a competitive price.
This is the most important line of your call.
Work on it, make it effective, invest some time in it.
Write a list of possible reasons why the buyer should listen to you and give you their time.
Get away from the tired old lines that every other sales person uses. Invent some that are specific for you and your products or services.
The one to avoid
One of the worst reasons that I hear being used regularly, both for meeting with a buyer and when arranging an appointment is; I’m in your area.
What would you think as a buyer?
Would it grab your attention, or would you think, does that mean I’m not important enough for them to go out of their way to see me. They may even assume that what you have to offer isn’t worth showing unless you happen to be in the area anyway.
If there is a benefit to the prospect linked to you being in the area, as in the example above referring to feedback from local customers, then use the benefit. The prospect has to believe that listening to the rest of what you have to tell them will be of benefit to the prospect, not just you.
...The above is an extract from Selling Success Using a Sales Structure..
The Selling Success course is the sales training course I use with the sales teams I manage and train. It's available in a complete workbook with step by step exercises that create a great introduction, and all the other stages of a sales structure.