Increase Sales by Uncovering These 5 Basic Buying “What If” FEAR Factors
Relationship selling is all about emotions and emotions are either positive or negative. Your goal is to enhance the positives and reduce or better yet eliminate the negatives. Unfortunately, many of those negatives are fears that may be hidden and only uncovered after extended conversations. Knowing these 5 basic buying What If FEAR Factors just may help you in your ongoing quest to increase sales.
Before sharing those What ifs, now is the time to review what is a fear. In many cases, fears are false evidence appearing real. These fears are based upon beliefs that in many cases have never been tested, but rather handed down such as the fear of snakes. Fears are centered within our emotions and hence they can interfere within the buying/selling process because people buy first on emotions and then later justify that purchase with logic.
What If #1 – Wrong Decision – Wrong Solution
What happens if I, as the potential customer (a.k.a. prospect) make the wrong decision? What are the implications of this solution for the company and my individual role?
What If #2 – Right Decision – Wrong Solution
What happens if I make the right decision, but the solution is wrong? For example, our customer service response time is inadequate. I decide to implement customer service training. However, the solution does not change the behaviors creating the results.
What If #3 – No Control
What happens if I feel that I have no control over the process or outcomes?
What If #4 – No Return on Investment
What happens if the solution does not provide a positive return on investment?
What If #5 – Failure
What happens if the solution fails? Will I still be employed? Do I want to take a chance knowing that making this decision may end my job or create additional problems for me?
The What Ifs in sales are always present. In relationship selling, your responsibility is to identify these Fear Factors (think stalls) and turn them into actual obstacles. Based upon your sales experience, you then can address these negative emotional obstacles to the 110% satisfaction of your potential customer and realize your goal to increase sales.
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Are the sales behaviors of your team or even yourself where you want them to be? If not, then you may discover an easy read on how to increase sales in this book, Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success including looking at your sales approach. Take this free sales skill assessment. Chicago Sales Coach Leanne Hoagland Smith helps with sales coaching, leadership to sales management development. Article Source: http://EzineArticles.com/?expert=Leanne_Hoagland-Smith |
