In our first article we outlined how you can effectively prospect for maximum results, it's time to move onto the next phase: the Sales Approach.
Tips for Nailing the Sales Approach So many sales people fall into the trap of focusing on the product and closing the sale in their sales approach...
with disastrous results.
This is where the term "pushy salesperson" came from, and it's why you absolutely need to adhere by the recommendations I'm about to outline here in this article for your sales approach.
So! How does one nail the sales approach and maximize their chances of closing the sale? Well here it is: Our top tips for your highly effective sales approach:

• Give your prospect the opportunity to explain exactly where they are at: You've gone to the lengths of narrowing down your prospects, so go the extra mile by giving them the opportunity to tell you exactly where they are at right now.
  You need to determine their current position and what challenges they face.
  What problems, issues and concerns do they have? It's important information for you to understand, because your job as the salesperson is to show your prospect how you can help them.
  Avoid launching into a lengthy monologue of how you can help your prospect, until you thoroughly understand where they are at.
  
• Provide the prospect with multiple options to help solve their problem: Do this once you know where your prospect is at.
  Carefully explain to your prospect the pro's and con's (if applicable) of each option you can provide them.
  Do not overwhelm your prospect.
  If your prospect asks you which option you think would work best for them, make the recommendation.
  Ensure your prospect understands the option.
  
• Avoid jargon: All too often, the salesperson will get carried away by talking with lots of jargon - particularly if they are in a technical field.
  Avoid doing this, because you may very well lose your prospect.
  You need to ensure your prospect understands everything you are saying, because ultimately, you would like your prospect to make a decision.
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• Expect objections: Again, too many salespeople get annoyed by objections or they take them personally.
  The thing about the sales process though is that objections are to be expected.
  It's all part of the process.
  Your prospect needs to ensure they are making the right decision to do business with you, so welcome the objection.
  Always address your prospect's objection from the perspective of the prospect.
  In other words, put yourself in their shoes and do your utmost to assure them.
  Try to uncover your prospect's true hesitation underlying the decision, so you can give them the information needed to make a decision in favour of you and what you are offering them.
  
• Ask for the sale: You are the salesperson and your prospect is expecting you to ask them for the sale.
  Don't be afraid to ask for the sale.
  If you have taken the time to research your prospect, their needs and their current situation, then presented an appropriate solution, ask them to make a decision.
  You have done the work and you deserve to ask for the sale.
  

The sales approach is all about helping the prospect! Forget about swamping your prospect with product and service information and features.
And definitely avoid focusing your attention on closing the sale.
At the centre of the sales approach is a prospect you can certainly help.
So do your best to listen to your prospect and genuinely present your offering in a way that helps them solve their problems? You'll be amazed at the difference a prospect-focused sales approach will make - so try it out today! If you have any questions at all about any of the material you have read, or if you would like to talk to us about how we can help you do more business, simply visit our web site.
We would love to help you!