Here are some great tips that will make your business boom, today!
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Relevancy – what's that got to do with my customers?
Well, everything really.
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How to create dynamic and relevant tours
TIP 1: Avoid the "ONE SIZE FITS ALL" approach
Do you believe the sizing charts that say "one size fits all?" the answer
can only be no. Then why do some sales professionals take the one size
fits all approach when presenting their products or services to potential
customers. Treat each and every customer with unique attention and you
will prosper.
TIP 2: Listen to the answers they give.
The tour is nothing more than offering a solution to fix a problem they
have. I.e. lose weight, build up, get fit, rehab etc...
Contrary to popular belief, to be a successful salesperson, it doesn't matter
how much you know about your product or service.
It also doesn't matter how much of an industry expert you are. It's all
about how well you truly understand their needs and wants of your customer
and genuinely find the right solution. If they can't hear the "what's in it for
me?" (WIIFM) pretty quick you will lose them.
TIP 3: Don't overwhelm a prospect – they are sure to walk away and give
you the "I'll think about it" objection.
Showing the prospect everything you have (one size fits all) rather than
tailoring the tour to suit their needs and wants, will more times than not
create objections:
E.g. Samantha is getting married in 6 months and needs to lose 6kg to fit
into her wedding dress. She has been a member of a gym in the past and
really liked using the cardio equipment and weights but found she lost
interest easily training on her own, so she tried doing classes and found
she didn't like the class environment. An exceptional sales person would
understand the importance of giving her what she wants and create the
tour/explanation around the fact that she would be a suitable candidate
for personal training focusing on a combination of weighs and cardio,
they defiantly wouldn't tell her about all the wonderful classes on the
timetable.
TIP 4: The real secret to getting to what the prospect really wants is to ask
the right questions (qualified prospects) related to what they'll buy, when
they'll buy, how they'd like to buy, under what conditions they'll buy, why
they want to buy, what would it be like for them if they didn't get the results
they want --
And then you ensure your product or service meets those exact needs.
Most salespeople are accustomed to "telling and selling" instead of "involving
and asking."
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It's a fact that people learn a lot more from what they experience and actually
do than from what they simply hear. The same is true about your product or
service presentation.
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These tips are from the upcoming Impact Express Workshop, Secrets to
Conducting Tours That Sell; delivered by the trusted experts at Impact Training.
The next Impact Express Workshop, Secrets to Conducting Tours That Sell,
is on Friday 3 September; GO HERE to discover how to boost your business
with Impact Express.
Thank you,
Steve Jensen | 
What is Impact Training?
