Proactive Selling pro·ac·tive Adjective(of a person, policy, or action) Creating orcontrolling a situation by causing somethingto happen rather than responding to itafter...
Why use a Proactive Approach?• Most sales people run into challenges on every sale• Most challenges are similar from sale to sale• Objections to cost, shopping competition, or the belief the product/company doesn’t fit their needs
Preparation• We are sometimes in such a hurry to cross the finish line we forget about all of the things that will get us there quicker
Preparation Examples• What information needs to be updated?• What 3rd party independent info can we use?• What are our specific competitive strengths?• How we will handle common objections before they come up?• What will we say? How will we get better saying it?
Update your information• Pew Research Center study said 58% of Americans did online research before buying• This means that there is a good chance that have up-to-date correct or misinformation themselves.
Know your strengths• Determine your client bases’ buying motives and find out what strengths you have over your competition. Example-Build Quality may justify a higher price• Collect independent information, reviews, and articles whenever possible. 15 minutes of research a day goes a long way
Some helpful research questions• Where do my clients go to learn about this/us?• What has been said in the press/online? Has anything changed since then?• Where can I find industry information?
Proactive Objection Handling• Instead of waiting until the end, getting an objection, and having the client put up their defenses; try this instead…• Think of all of your most common objections, share information during the sales process to try and overcome these things
Objection Example• Here is a typical greeting in a retail situation “Hi. Can I help you?”• Client says “No. Just Looking.”• Salesperson justifies why they need to sit with him/her and need his help.• Let’s look at a proactive way
Proactive Greeting• When appropriate after brief pleasantries• “Mr. Johnson. Why don’t we have a seat for just 5 short minutes, I’ll find out exactly what you are looking for in this ___. That way I can save you a lot of time by showing you exactly what you are looking for. How does that sound?”
Proactive Greeting• This works more often or not because:1. You are telling them what you are doing2. You are giving them benefits for doing it (save time, less hassle, less walking, weather, etc.)3. You gave them a short time expectation, so you have “faded the heat” on this concern
Proactive Greeting• In a retail setting this greeting would then allow you to:1. find out your customer’s needs2. help them select the right product3. Share independent information with them4. And show you’re a professional
Common Objections1. Cost too much The chance of these can2. Not what we’re be lessened during the looking for proactive sales process.3. Shopping around If not you can then overcome them with4. Shopping competition professional, practiced objection techniques5. Company/Product history
Want to know more Email: email@example.com Visit our website at www.proactivesalestraining.comwww.proactivesalestraining.com
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