1. Do your homework prior to the appointment.
Learn all you can about your prospect - marital status, children, occupation, and hobby's. It will help the pitch and create rapport.
Use Google street view to check their property. Where to park the car (never be late!). The size of the property. E.g. if you're selling cleaning products and it's a large property chances are they will need a lot of product! I saw on Google that one of my customers had a RV parked on their drive. When I got to the appointment I was ready prepared with conversation about where they had taken it, the holidays they had had etc. I showed a real interest (never fake it) and the prospect was pleased to talk about some of interest to him - himself. I genuinely learnt a thing about RVs as well! At all helps to build rapport. (see number 3)
Know who makes the purchasing decisions. A common get-out for a prospect when they are unsure, indecisive or just do not want your product, is to say the phrase; "I'll have to speak to my partner". Close this one down by making sure all parties who have to approve the purchase (say "yes") are present. Remember one partner maybe opposed to your pitch or buying your product but the other could well bring them around to changing their mind.
2. Dress "1 step up".
Dress for slightly above the occasion. E.g. If the meeting is a Saturday morning then do not dress in your best Sunday suit but neither a track-suit nor jeans. A jacket and open neck shirt will be OK. If the presentation is to an evening group then a suit and tie is a must.
It may be a small point but have clean shoes (no sports shoes), you are going to go into someone's home wearing them. It shows you care about yourself and your personal presentation.
Both under and over-dressing can set a barrier up between you and the prospect - their first impression counts for a great part of their buying decision. They may not take your seriously if you are inappropriately turned-out. Similarly, if you are over-dressed, they may feel under-dressed and uncomfortable or they may consider you a "sharp salesman".
For instance, if you sell sports nutrition products then the prospect will mostly expect you to turn-up in sports clothing, note this does not mean coming sweaty straight from the gym but neither should you wear a suit. They may think you have never done any exercise in your life!
3. Be interested in your prospects number one interest - them.
This is all part of building rapport. Let them talk. Do not cut them off, shun their opinions or appear disinterested in what they have to say. A little light talk always settles both parties before getting down to business, but stay in control of the process at all times. Keep your sales pitch on-track and have the end goal (the signature) always in mind.
4. Know your subject.
Know your products or service details inside-out. That way you can counter resistance/arguments about the products, or simply talk knowledgably about them. Having the belief in your products, and be able to talk with affirmation about them, builds confidence in the mind of the prospects.
5. Understand that "the more you tell the more you sell".
This is a technique that I learnt from "conventional" business. The "old school" rational behind conventional sales is that the buyer does not want loads of speech or long worded sales literature. This is both correct and incorrect. The prospect wants all the facts but not the waffle. So when it comes to sales presentations this too is NOT a cue to talk so much that you buy the products back off your prospects!
You must know when to talk and when not to talk. But also make sure the prospect has all the relevant information to make a buying decision. No purchaser will part with their money until they are sure they have all the facts to make a decision. If you leave out large chunks of your presentation, skip on the benefits or display an attitude of "I think this product is brilliant, so they must too" then you are leaving yourself open to many failed appointments.
6. Go for the close.
Knowing when to go for the close vitally important. Too early and you could blow it (the buyer has not reached the position that they have all the facts or realised they want your product) too late and you will never get there. Read the signs and go firmly for it. If you are selling multiple products, that each require a description and sales pitch, then get a signature on each one before moving onto the next.
7. Understand that the sales transaction does not end with a signature.
Follow-up after the sale to make sure the client is happy, the products/services have been delivered and are as described.
Now your customer can see your products "in the flesh" and has experienced the sales transaction process, this is good time to raise an up-sell of further products as they will now be in a good frame of mind with your opportunity.
Stay in touch with your customers. Remember the easiest prospect to sell to is an existing customer. Communication with them needs to be on an "irregular-regular" basis. E.g. birthdays, the holiday season and perhaps one a month. And don't forget to inform them of new products or services your opportunity company offers. The key is to stay in touch, but not plague them.
Bonus tip
All purchasers are the same, and that includes YOU. When it comes to buying anything, a common denominator makes us tick: What's in it for ME? If the roles were reversed, treat a prospect the same way YOU would wish to be treated. You would want all the facts and benefits and wish have a rapport and to be put at ease by the distributor.
Use these 7 (8!) ways to increase your conversion rate and watch your business grow!
Iain Betson runs Earn Your Freedom. His entry into the network marketing industry came by accident when he was passed a business card at a networking event. Having no sponsor, he signed himself to the opportunity and, recognising that knowledge is vital to success, has continually absorbed training courses, motivational material and the experience of mentors ever since. He has the library to prove it!
Find Earn Your Freedom at http://www.EarnYourFreedom.me
It is my desire, no mission, to take you along the road to success with me.
Article Source: http://EzineArticles.com/7068834
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