Published: 3 years 68 days ago
Did you know there are scientific principles which dictate how sales occur? That there is a psychology to the sale, or if you will, a psychological process that influences if a sale occurs?
How many of you are already bored by this discussion?
Let’s put it another way…would you like a sure fire way to present your products and services in such a way that you close more sales than you loose?
Ah, now the heads are nodding more favorably.
Simple and Complex Sales.
Think of the last time you ordered a cup of coffee at your favorite java joint. Odds are you ordered ALMOST instinctually. You probably didn’t give it much thought, and if you did, the decision was relatively easy. You didn’t have to consult a sales person. You made your choice, paid for the product, and were on your way.
That is an example of a ‘simple’ sale.
Now think of the last time you purchased a house (or a car). Most likely it was a little more complicated – requiring an intermediary to help the sale come to a conclusion. If buying a house, a realtor or banker, probably both, were involved. For the car a sales associate, as well as a finance officer. This decision required time, and in all likelihood you had to rely on a sales person to FACILITATE the sale.
That is an example of a ‘complex’ sale.
The take away is this – if you are selling payment processing the key is to take what is often perceived as a COMPLEX sale by the customer and turn it into a SIMPLE sale.
Caterpillars and Butterflies
Sales can, like caterpillars, change into something completely different. Sometimes what seems simple can become complex. That happens with credit card processing sales. Other times, complex decisions can become simple. If you can help a customer through the decision making process by identifying their concerns, making the decision a simple one, chances are you will close the deal.
The best way to identify concerns is NOT to ask, but to STATE. Asking a customer what their concerns are actually can turn a sale into a complex sale and here’s why: you have asked them to verbalize their concerns, which takes thought. And thought has a way of amplifying concerns.
Rather, STATE a few normal concerns, making sure you have the ANSWERS at hand. An example of such a tactic might sound like, “most customers are concerned regarding the cost of equipment. That’s not an issue with our company, as we can provide you a new EMV Ready terminal to use at no charge upon successful application. Eliminating that cost is valuable, wouldn’t you agree?”
Who is going to say no to that?
By throwing out a few concerns and answering the issue in the same breath, seek consensus, and close by asking if there were any other concerns you should handle before going any farther in the presentation.
The next thing they volunteer is typically the real issue. Overcome it and move on. Simple.
The Sales Facilitator Approach
iProcess provides a detailed discussion regarding the psychological aspects of selling. Many have found it eye opening. If you wish to learn more, click HERE.
Being a sales facilitator is perhaps the better goal than being a sales consultant – an over used term in the sales industry. Facilitating the decision making process – taking complex sales scenarios and making them simple – should be your single goal.
Helping a customer feel they can make their own smart decision pays huge benefits, typically in your having more opportunities to walk away with a completed sales agreement!
If you would like to learn more about iProcess, click the link below. We are not an ISO – we are a relationship that CAN help you succeed in the merchant services space.
Give us a call or check us out at www.iprocess.biz
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