What Are The 3 Stages of Buying?
I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line.
Master the 3 Stages of Buying
by Anthony Iannarino
How to size up your clients and best serve their needs at closing time.
As a salesperson, you have limited time with clients, even your dream clients whom you can help most and can reap the greatest results from teaming with you. They have limited time (and sometimes, patience) for salespeople, so it’s your mission to create value for them during each sales interaction.
Sounds basic enough. But how do you create the kind of value that makes it easy for your clients to move forward with you? The easiest and best way is to serve them where they are in their buying process now—one of the following stages.
1. A Satisfied Client: When your dream clients are already happy, you might think that there is no way to create value for them. But this is where the best salespeople make the biggest difference and create the most value. It starts by helping the clients become unhappy. OK, not really unhappy, but dissatisfied.
Help them understand new things they could do to produce even better results right now. What do they need to know to do that? What do they need to change to notch their performance up a level or two? What will move them and their businesses forward? Sharing these ideas helps them break free from the trap that is the status quo.
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How 6 Super Successful Companies Keep Their Customers
by Rhett Power
You’re on top of the world! Your product or service is stellar. You’re confident that your branding is solid. The first marketing plan has already shown promising results. Customers are raving. What’s next? Keeping those happy customers!
It’s 50% easier to sell to an existing client than to find a new one.
According to Bain and Co., a 5% increase in customer retention can increase a profitability by 75%.
Gartner Group statistics report that 80% of your company’s future revenue will come from just 20% of your existing customers.
You should be motivated by now to learn how to retain your satisfied clients. Joseph Pigato Managing Director of Sparked tells us how these successful companies keep their customers:
Know Your Customers. REALLY Know Them! You’ve probably already learned about your ideal customers and what they like. But now, dig deeper. Dollar Shave Club uses technology to understand what its 15 million satisfied subscribers, with data analysis that leads to Viagra pharmacy buy viagra online. The popular handmade art and crafts site, Etsy, knows that its customers love to browse, so it designs ways to offer new products, based on shopping patterns, that people might not have considered. Etsy executive Mike Grishaver says, “…look beyond the basic mechanics of what users can do on your site. Find the deeper experience that makes them feel more connected and then infuse that into every part of their experience with you.”
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Spotlight
>Jack Daly on the Difference Between a Good Salesperson and a Great One
Sales trainer and successful entrepreneur Jack Daly goes in-depth on the three key differences between good and great salespeople. These are actionable insights you can implement right now to accelerate the performance of your sales team.
17 Free Sales Tip Audio Clips
How to Speak Well… and Listen Better
by Nido Qubein
10 ways to be better at both sides of the conversation. There are two sides to every conversation, and both are essential to the art of communication. So, how are your conversation skills? Think about it: Are you a smooth talker, or do you ramble? Are you an attentive listener, or do you tend to interrupt?
Here’s how to master the art of conversation—both sides of it:
When it’s your turn to talk
- Get your thinking straight. The most common source of confusing messages is muddled thinking. We have an idea we haven’t thought through. Or we have so much we want to say that we can’t possibly say it. Or we have an opinion that is so strong we can’t keep it in. As a result, we are ill-prepared when we speak, and we confuse everyone. The first rule of plain talk, then, is to think before you say anything. Organize your thoughts.
- Say what you mean. Say exactly what you mean.
- Get to the point. don’t beat around the bush. If you want something, ask for it. If you want someone to do something, say exactly what you want done.
- Be concise. Don’t waste words. Confusion grows in direct proportion to the number of words used. Speak plainly and briefly, using the shortest, most familiar words.
So, when it’s your turn to listen
- Do it with thought and care. Listening, like speaking and writing, requires genuine interest and attention. If you don’t, you won’t learn much, and you won’t remember much of what you do learn. Most of us retain only 25 percent of what we hear—so if you can increase your retention and your comprehension, you can increase your effectiveness.
A sign on the wall of Lyndon Johnson’s Senate office put it in a down-to-earth way: “When you’re talking, you ain’t learning.”
- Use your eyes. If you listen only with your ears, you’re missing out on much of the message. Good listeners keep their eyes open while listening. Look for feelings. The face is an eloquent communication medium—learn to read its messages. While the speaker is delivering a verbal message, the face can be saying, “I’m serious,” “Just kidding,” “It pains me to be telling you this,” or “This gives me great pleasure.”
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