James Schramko here. Today, I want to share with you how one little change in the way that you’re selling can get you amazingly different results, and the great thing is it’s actually easy to do.
So, something that I learned when I was learning how to sell properly with large transactions is a SPIN Selling formula by Neil Rackham, and where it’s slightly different to the traditional sales that you’ve probably been taught, you know: problem, agitate, solution – the thing with SPIN Selling, it stands for Situation, Problem, Implication, Solution. It’s kind of like it’s got one extra step but the bottom line is this – sometimes you need a few steps to get to the sale rather than trying to go there directly. If you’ve ever felt a little bit icky in a sales environment, it might be because the sales pressure is coming on too strong. It could be because the salesman is more interested in their outcome than your outcome as the customer. So, how do we apply this?
If people send you an email, rather than send them back a link where they can join, instead send them back another question and ask them more information and take that extra step to find out more about where they’re at, what is their situation, what are their challenges that they’re experiencing and let them talk to you. Go back and forth a little bit and then offer the right solution because now you’ve taken the time to care about them. You’ve shown that you are listening to their specific challenge and your recommendation will be the most appropriate and the best one to solve their challenge. So, it’s a really great way to sell.
So, there you go. Add an extra step, or sometimes, if you can take a one-step sale to a two-step sale, you’ll probably find your conversions increase dramatically. Hope you’ve enjoyed this tip.
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