I have been in sales and marketing for 28+ years and have seen so many training systems and consultative sales process to NLP and persuasive selling. I believe the all have a place in our sales process, depending on what and who you are selling too. Our style of sales training isn't about selling that will happen, it's about rapport. I have had so many people say to me there not in sales, oh really. Every person is in sales, whether you're a parent, applying for a job or trying to get out of a ticket, you are selling every day in every way. We all apply the sales process in our daily lives, start learning the secrets, the science and the system to do it better and build fantastic relationships.
The B.A.N.K™ methodology, knowing the other person's values approach to selling or negotiating. This value-based approach nurtures an authentic exchange of dialogue which establishes rapport quicker, builds better relationships to promote more sales. By utilizing our techniques, sales professionals have been able to successfully building better communication and increased their sales velocity. We have personal and professional results from building better marriages to increased sales velocity and yes, even getting out of a speeding ticket.
1: Understand their Values
Why they buy, we call it CRACKING THEIR CODE. The BANK's unique and scientifically proven system will train you how to predict their buying behavior or "buyology". Understanding what the value is for your potential client and/or customer is priceless. You will learn how to speak to their values and understand what is important to them while building better relationships and being authentic. Discovering your customer's or the other person you are trying to communicate with decision-making values or process. Does the person think things over and require a lot of details? Does the person make a quick decision? Does the person make the decision based on cost? Does the customer have to know how this will assist others? What is it that makes the other person buy or come to a decision, that what you will learn how to answer.
2: Building Rapport & Better Relationships
According to Salesforce.com, 67% of consumers are turned off by their sales presentation. 87% of sales professionals do not feel confident on their sales presentations. Building rapport means understanding, from the customer's or that person's point of view and what solution's you have to bring to the table. Once you establish and authentic rapport, the customer or persona's will become more comfortable in opening a trusting dialogue & relationship with you, if you do this correctly. Building relationships are vitally important in the sales process as well as your personal life. People do business with people they know, like and trust, learn to speak to their values.
3: Find the Problem & Offer the Solution
Customer's and people buy and make decisions based on a problem they may be having, identifying the problem is crucial in the sales process. Without understanding the problem, the chance of you offering a solution is not going to be easy. Sales presentation has everything to do with solving the customer or person problem, if you do not solve the problem they are not going to buy into your solution and why should they? Customer and people will buy features and benefits as an added bonus after you have eliminated the problem with your solution.
4. What will it cost them not to use your service?
Addressing the costs related to your service, you must look at the costs associated with the customer or persons, continuing their status quo. What financial or personal impacts will they continue to endure - what will it cost them to do nothing? If dealing with a business find out their number's ask them the questions around the money and the solution to the problem the discussed with you, a gentle nudge.
5: The Sale Doesn't End With The Sale, It Begins.
So many Sales Professionals make the sale and disappear. Huge mistake, the best appointment you could get in the sales process is a referral from a happy customer. If your customer or people that are using your service are having success, ask them to tell others. If you do not follow-up and they are having issues they will SCREAM it from the top of the tallest building. Don’t let the referral sale slip away once the decision is made BUY your service or product. Stay in 100% communication with your new customer and keep the rapport going. By applying the BANK™, methodology, you will be able to establish a duplicatable sales system, and the techniques, which will increase your sales closing ratios up to 300%.
