Six Key Steps To Sell With Impact
By: Tom Heinmiller of Heinmiller Consulting. A seasoned fractional sales manager serving Dublin & Columbus, Ohio. His expertise is among Sales, Sales Training, Prospecting, and most importantly revenue growth for all companies he works with.
1. Belief – begin with a self-assessment of your beliefs, do you have a strong belief in your abilities and do you believe in your products and services. Or are some of your beliefs holding you back?
2. Attitude – do you have the mind of a servant – a positive outlook and a desire to deliver great service. You must become a part of the services you are selling.
3. Be prepared – know yourself and lead with your strengths. Understand and follow your company’s sales process and researcher prospects before the first encounter. This will provide the confidence to interact freely, without attempting to manipulate and direct as you search for customer needs.
4. Value – develop a strong impact statement to open the call and be confident your product/service can provide a solution to your prospect’s challenges.
5. Differentiate - have a clear value proposition, know what makes you unique, your company unique, and your product unique. Prospects buy you first, then your company and finally your offering.
6. Create an experience – involve your prospect, be authentic, be enthusiastic about your brand, and create positive emotions within your prospects.
The impact statement can be used in all sorts of scenarios where salesperson is trying to get the prospect to be more receptive.
1. Prospecting letters, getting appointments, or starting the sales process.
2. Business development to set appointments
3. Face-to-face meetings
4. Social selling situations
5. Networking events
It will do two things.
1. Qualify the prospect to see if there are good fit for the salesperson services.
2. Qualify the salesperson within prospects eyes. Remember, they are judging how the salesperson builds trust, and understanding.
Engage powerfully by making your services stand out. Know your sales process, know your product, research prospect and be impactful.