This selling tip shows you how to convert non-sales conversations into prospects, leads, referrals and turn a casual conversaton into a potential sale.
Learn how to quickly explain what you do, what you sell, and the benefits you can offer to people or businesses.
With this sales made easy training you can create a message to use for unplanned meetings, at social gatherings, networking, casual conversations, and any tme you want to give a short, general introduction of what you do, what you sell or what your business is about.
You can also use the sales message you will create here to start some cold sales telephone calls or when door knocking and prospecting. When answering an incoming enquiry or follwing up sales leads you will know how to explain why a potential customer should engage with you.
Follow the sales training and create a short, concise message that:
People will receive your message and underdstand it within seconds and know whether they want to know more.
So let's get straight to the point and start creating your sales message...
Keep your message brief - Why?
People get bored easily, they don't want to listen to a rambling description of what you do or what you sell. They certainly don't want your full C.V. or or an in depth history of you, your company, or services and products.
Next time you talk to someone study their face, their expression, their eyes. Look for signs of fatigue, boredom, and their mind drifting off elsewhere. You have just seconds to communicate your message and grab their interest, in a bussiness setting slightly longer.
At first, people listen only to scan what you are saying for benefits and
signs you are talking about something they are interested in.
The problem in an unplanned conversation is that you may not know anything about their lifestyle, interest, or business, so you can't include prepared, specific hot topics. The same is true for sales emails and marketing messages.
Selling tip - Keep the message short!
A selling tip on the length of this type of message, whether verbal or written, if it's over 100 words it's probably too long. Ideally, I aim for 50 to 60 words when creating my introduction messages.
Now choose the key message you want to communicate...
You may want to create an introductory message for several different situations.
Whatever the situation you want an introduction sales message for, choose a key point to include.
tYou want to include as many features and benenfits of you, your business, or your products as possible in the hope that you hit a hot topic that catches the interest of the prospect.
Sounds a reasonable plan...
I understand why you think that, I used to have the same
belief, but experience has proven long messages with lists of feature after
feature and benefits upon benefits do not work. The shorter the better - Brief is best.
This is why an accepted selling tip for an effective sales process is to ask questions so you can give a short and focused sales presentation that only addresses the prospect's specific needs, wants, and desires. If you didn't ask questions to pinpoint what they want, you would have to give a full presentation of everything about your sales offer.
A good selling tip for where an introductory sales message works best is:
Use it in situations where you don't have the
information on the prospect's needs, and where it would be inappropriate to start asking sales questions.
This is a pre-sale stage of the sales process and the selling tip is to
use a wide ranging feauture and benefit to explain what you do in a way
that will be of interest to a large percentage of potential customers.
I'm a director for Sales Agents Ltd and if I get talking to other business travellers while in a hotel, networking, or online, my introdution when asked what I do is:
I'm a director for an online recruitment service
offering a low risk way for businesses to boost sales with minimum outlay. We specialise in connecting clients with sales agents who will sell
their products and services on a commission only basis.
There is a lot more informtion I could add about our services, or successful client case studies, and how sales agents work, but remember the sales tip: Keep it short. You will see or hear signs if the person you are talking to wants to know more, or you can always ask: Is that something you have considered using in your sales model?
Let's look at a selling tip to create your sales message...
Note the situations where you will use your sales introduction message and choose a key point for each one.
The example above is great for situations such as talking to business contacts and I use another version for social occassions to focus on what I do for a living as that's a more likely question in that setting.
My prepared social occasion introduction has the key point of:
Running a recruitment business specialising in the sales agent market. We help SMEs find independent sellers that work on a commission only basis, which gives them a low risk sales model with a very low start up cost.
Like all the selling tips and training on the website the technique is flexible and you can use any information you have on the listener to focus your message on their potential needs, wants, and desires. For example you may have a similar customer with the same requirements.
Start by listing all the situations where you are likely to use an introductory sales message: Business and social situations, online introductions, networking.
Consider what the topic or questiion you are asked is likely to be for reach conversation - Will it be about you, what you do, your company, or what your products and services can do for your customers.
Match an appropriate key point about the topic to each situation.
Add the benenfits the key point could give to the person you speaking with.
Edit the wording to present information, features, and the benefits for the person you're talking with to form succinct and concise messages.
When I present this sales training many people find it easy to select the key points to use in their messages, but struggle when it comes to adding the benefits.
This may help...
This free mini-sales training course will show you how to link features and benefits to the needs, wants, and desires of your prospects.
When forming introductory sales messages you can use the techinques to edit your message and create a brief, perfect presentation.
You will be able to eliquently explain the features of what you do or what you sell and follow with how the listener could benefit.
An added selling tip of the mini-sales-training course is the section on tagging an agreement gaining question onto the chain of needs - features - benefits.
Get your free copy and make editing your sales introductory messages easy and fast by clicking the image or go to Need to Close Chains
You'll also learn how to use the Need to Close Chains as a sales motivation technique and a way to learn product knowledge from a sales perspective.
Need to Close Chains - the Free Sales Training Mini-Course
Once you have used the introductory messages to discover and warm up prospects, you want to know how to sell to them...
learn how to sell anything with this mini sales training course on using a sales process to move prospects from the introduction of a telesales call or sales meeting to closing the sale.
With agreement gaining woven into the sales process, closing the sale becomes just a simple, no pressure question because you have done all the work in the early stages.
Learn the 4 stages of a sale and the smaller steps of each stage to form a smooth pathway to guide your prospects to the close. Customise the process for your sales role by adding your own words. Whether you sell to retail customers, B2B or B2C buyers, or large organisations, the process will work for you.
How to sell is a nutshell version of the Selling Success complete sales training course. It introduces using a sales process and many people buy it before investing in the Selling Success course. If you later order the Selling Success course you can get the price of How to Sell refunded, so it hasn't cost you anything.