Discovering the steps to securing more sales
By Jacqui Tillyard
The key to success for any sales situation is to know who
you are aiming your message at. If you are preparing
written marketing/sales materials you need to speak the
language of your ideal client and let them know you
understand their situation and can help them solve their
challenges with your product or service.
Before you can begin to do this you need to get into their
head! What are they thinking, what words do they use? Are
they technical, informal, slang, street? What problems are
they facing and how can you help them solve those problems?
Remember selling is an emotional process and the more you
can subtly appeal to prospective buyer's emotions, the
better the chance of the sale. People buy based on what the
product can do for them, the emotional benefit.
'Written rapport' is having the knack of getting the
benefit message across on paper, saying the right thing to
the right people in the right way to ensure the sale is
completed. It can be the basis for long term relationships
with good customers. Emotions are evoked with benefits so
you need to establish exactly what the benefits are of your
product or service. People buy for pleasure or to avoid
pain! So you need to find out whether you offer a pleasure
factor or solve a pain.
Understand this and your own belief will sky rocket in:
Your company Your products and services Your customers
Yourself
Whenever you address a prospective client whether face to
face, at a meeting or via a sales letter or online, you
have to create an emotional desire which sparks their
interest to read or listen further.
Rapport can be built by showing understanding. It can be
created by knowing exactly what to say, how to say it
(convincingly and confidently)
It can become easier if you are face to face as you can
read their body language, encourage eye contact, smile
without looking like a killer crocodile and remain sincere.
However you no longer have the physical impact if selling
off a page so need to encompass elements into your writing
which show empathy with a prospect's feelings, needs and
wants.
Get this right and the prospect can pay attention to your
message like and trust you.
Within the sales letter you might ask them questions to tap
into their situation, then as it progresses, offer a
solution based on this with your product or service.
When you are referring to the solution always talk features
and benefit of your service or product.
Good phrases: State Feature.... which means that.... And
the real benefit to you is....... State benefit based on
what they have told you is the problem And remember to be
honest and tell the truth, never make unsubstantiated
claims about what you can do, it will catch you out and you
will lose out long term.
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Would you like more options to improve your sales
conversion rate? Jacqui Tillyard offers a range of coaching
solutions to help you achieve business success. Is it time
you realised what potential you might have? Visit
http://www.jacquitillyard.co.uk
Discover FREE simple steps
to fast forward your business. Jacqui Tillyard-NLP Rapid
Result Expert, Realising Your True Potential Today.
http://www.jacquitillyard.co.uk
jacqui@jacquitillyard.co.uk
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