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Selling Skills To Engage Customers: 3 Things You Must Do To Prospects Now

April 18, 2012 | Comments: 0 | Views: 181

Selling skills to engage customers are a definite must have for any sales representative that wants to be successful. I know this seems totally obvious and yet many sales professionals do not appreciate the true meaning behind this phrase.

In the new business economy engagement it key. Tell sell is very old school and no longer produces the results it used to years ago.

The reason is simple, as human beings our needs and wants can be fulfilled by a much broader range of products and services. Availability and choice is high, as a result our potential prospects and clients are much more discerning. Buying decisions are no longer based on what is available. Because choice is high so is our buying criteria and engagement with our prospect is key. Here are 3 ways that successful customers use engage customers.

1. Multiple and Frequent Contact

Many people might disagree with this fact. However it is born out in real life. The more we are in contact with a client the more likely they are to buy. The classic selling skills books all talk about potential clients needing 5-7 points of contact before they trust 'us ' enough to buy. Think about it. This might be an email, phone call, useful advice on Linkedin or Twitter, our eshot newsletter, a free event, a teleseminar, a free report, useful blogposts, a sales call. The list is endless.

All the different 'touch' points demonstrates our brand and expertise while at the same time building trust.

2. Find Out What They Want

No matter who we are we all like to feel listened to. In this article I don't have time to explore the difference between wants and needs of customers. Fundamentally if I have my heart set on a blue car, a red one, no matter how fast it goes will not do.

More in that in a second.

So many sales people forget this and push forward selling what they want. This might have worked years ago. Not now. However bear with me as there is light at the end of the tunnel. Our potential new clients 'want' will be linked to something at a deeper level. In some way it will be solving a problem or fulfilling a desire.

Asking skilful questions and then listening to the answer will reveal the real want that you can then work with. Working with outcomes and an outcome selling system is one way to guarantee you uncover what your prospect is really looking for.

3. Talk About Benefits

Back to the old school and yet this is a super-fast way to engage your customers. Ask great questions and listen to the answers and this becomes so easy. Add the magic dust of emotion and your conversion will increase exponentially. It is a known fact that people make a buying decision on emotion and then justify on logic.

Make sure you enable your prospects to experience the emotion of having their problem solved, by pointing out the benefits that relate to what you know about them.

In summary make sure you have a selling system that has multiple contact pints built in.This can be all the classic mediums like direct mail and tradeshows, through to social media, webinars and teleseminars. Find out what they actually want and then talk about benefits. I guarantee this process will engage your customers and at speed.

Nic Hallett is the MD of Excel Enterprise and the creator of Outcome Selling To Find out more about the Excel Enterprise Outcome Selling System visit

Source: EzineArticles
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Selling Skills


Selling Skills To Engage Customers


Outcome Selling


Nic Hallet

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