As I was looking for a new blog topic this week I stumbled upon an interesting set of sales techniques. I noticed that each technique was a little different than anything else we have talked about in class. Some may seem similar compared to what we have talked about. But I believe they each bring a new way of thinking when selling something.
They are listed as follows:
- Challenging the Status Quo
- Finding Your Value Wedge
- Telling Stories with Contrast
- Making the Customer the Hero
- Using 3D Props
Now with the first technique, it focuses on the idea that most sales people think that the sales process is a linear. Meaning that the prospect will either choose you or your competitor. But in reality deals end in a no decision. As a result the prospect doesn’t decide on your company or your competitor. So the challenge the status quo technique wants you as a sales person to show them this type of change so they can hopefully make a decision.
The second technique focuses on finding your value wedge. Using this technique you have to look at the overlap between how much you can provide prospects compared to what your competition can provide. This is your value wedge. Your value wedge should be unique to your company, critical to your customer, and legitimate.
The third technique is all about tell stories with contrast. The challenge focused on here is telling your customers your story in a way that differentiates your company from others that may not be so different than yours. One way you can do this is by talking about the people that were affected by your company. Then explain how their lives became better, simpler, more fun, or less stressful after dealing with your company.
The fourth technique explains an interesting take on how you treat your customers through the sales process by making your customer the hero. The customer is the one that should be saving the day and your role is to be a mentor. Then be able to show them what has changed in their life, how they can adapt, and better survive.
The fifth and final technique is about using props which is definitely a different technique that we have gone over in class. This method involves using actual props to keep the attention of your prospect. This is definitely a technique I have never heard before.
So I hope you learned a little something from the above techniques because I know I did.
BoweryJE22
An additional technique that somewhat goes with telling stories with contrast is to tell stories from other customers. If you follow up with a previous customer who has had a great experience with your product, ask them if it would be okay for you to share that story with others, and then use it in conversation with future prospects. People are more likely to trust you if you aren’t the only one who is promoting your product, and a story about how your products saved the day for another customer could be exactly what this current one needs to hear.