Sometimes our broker partners share their amazement when we close a sale with a tough client. In true “sales ninja” style, here are 4 things we share with our partners:
Sales Tip #1 – Get them talking!
Start a conversation instead of barfing information all over their desk. I know you have a great presentation prepared, but put it on hold. Trust me- get them talking and listen carefully. They will tell you the answer they want to hear!
Sales Tip #2 – Be a consultant!
Once you understand their needs, leverage your industry knowledge to bring them value. Never become the “slimy salesperson” who asks great questions and “tricks” the client into buying. This strategy is not sustainable, not to mention, super sleazy.
Sales Tip #3 – Don’t be greedy!
Take what the client is willing to give now, and earn the rest later! Maybe the new product feels critical to you, but it is not if it jeopardizes a great opportunity.
Sales Tip #4 – Give them a “no”
I reserve this tip for true sales ninjas. Most people feel better agreeing to something after turning something else down. People like to know they reserve the right to tell you no! Your job is to offer them a “no” that has little impact on the sale instead of letting them say no to a key element. The client will appreciate the win and feel more comfortable doing business with you.
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