Keys to Making the Sales Process ENJOYABLE for You and the Customer The sales process is a journey that can vary in the amount of time invested. Regardless of how long it takes, it’s within your control to make it enjoyable for you and the customer! Tasha Smith is with Emerge Sales Training and they help entrepreneurs become great at selling. Their goal is to make the journey enjoyable for both the sellers and their customers. Tasha’s company wants to ensure that the selling experience is in line with the sellers’ values and personalities. They offer one-on-one coaching with entrepreneurs to figure out what their best offers are, how to unlock their superpowers, and how they can communicate in an honorable way. They call it good human sales. Unfortunately, not all salespeople are selling with the buyers’ best intentions. Some are tricking them into a one-sided experience where they win and the buyers don’t. However, when you’re selling for the benefit of the consumer, then you elevate the transaction for you and them. Leveling the playing field As a salesperson, ask yourself this question, “What is it about the sales process that makes it unenjoyable?” When Tasha coaches a new client, they start with the opposite of what they want to create and then reverse engineer the process backwards. There are several reasons why a sales transaction can be unenjoyable: The customer feels like there’s going to be a bait and switch. The customer feels the pressure to buy. The decision to move forward feels confusing and overwhelming. The process is boring. The customer has to work really hard at connecting the dots. Your job as the salesperson is to keep these things from happening and making it a great experience for the customer. If it’s great for the customer, it’s great for you. When you stick with your morals and beliefs during selling, you and the buyer both win. #SalesWin Tasha has some tips on how to make the sales process enjoyable. To begin, we need to make our sales process customer-centric. The goal is to have high conversion but in a way that feels more effortless because you’re both having fun. The dictionary’s definition of “close” is “unite.” We need to start thinking about what our customers would prefer the interaction to look like. If they like how the conversation goes, then they are more likely to engage and convert higher. Customers are more responsive if they see you as a stable individual, trustworthy individual who offers hope. Set up an appointment Setting up an appointment is a very common step in the sales process but the details can often be overlooked. Salespeople can get caught up in closing with speed because they don’t want to lose a sale. The downside to this is that we can overwhelm a potential customer or miss critical details. Our sales process should be more consent-based. We need to ask our customers if they would be interested in meeting, if our product sounds helpful, and if they’d be open to moving toward a solution to their problems. We need to go beyond just pulling out our appointment book and filling a time slot. Putting in a little extra effort is a great step in earning your customer’s trust. Your job as a salesperson is to guide them and to give them the control to purchase. Giving someone the choice to say no makes them feel better and they are more likely to stick around until the end of the sales process. This simple shift can send a closing percentage through the roof because you’ve removed the stress from the...

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