Increasing Buying Confidence - QUICKSep 04, 2020
It's been said that 'selling' is the transfer of value and certainty. Certainty is usually accompanied by its friend, confidence. When buyers are not confident in your product, company, service or you - they are not going to buy.
One of the problems with being a salesperson is that we speak to normal, everyday consumers who don't know as much as we do about our products, services, onboarding processes, policies...etc. It can be extremely easy to fly past portions of our sales process that help customers develop more confidence in doing business with us.
During the early months of starting a SaaS company of my own, providing CRM solutions to small and medium businesses, I made the mistake of not properly communicating 'next steps' or how the onboarding process worked. Many potential customers enjoyed my presentation, saw value in my product but for some reason weren't buying what I was selling. I was a bit confused until I realized that although my customers were wanting my product, I was not instilling confidence in what happens after they get my product.
After I figured out where I was going wrong, I quickly added a 'Next Steps Explanation' into my sales process near the end of the sales presentation - and sales of my product skyrocketed immediately.
I cannot quantify how important it is to properly address the questions that your customer is considering in the back of their head as you transition from the sales presentation into the close.
- How will I take delivery of the product after I pay for it?
- Who is going to be my point of contact after I purchase this product?
- How will I be able to reach out to support if I have a question?
- What is the onboarding process for me or my team?
- Who's responsibility is it to ensure I receive product updates?
- What kind of attention can I expect to receive after buying?
- Who is going to help me cancel my previous service?
- How am I going to switch from my current product to the new one?
- If I need to upgrade, how do I do it?
- If I need to cancel this new product/service, who do I call and how do I do it?
These are just a few of the considerations that your customers are no doubt thinking about throughout your sales process. So, make sure that you address them and explain 'next steps' with each of your customers so increase their certainty and confidence in doing business with you.
Failing to address these items will greatly increase the chances of you losing opportunities that you should have otherwise closed. Make sure you take an additional minute or two to explain 'next steps' so your customers can have more confidence in doing business with you!
Of course, transferring confidence and certainty in the sales process is a skill that is developed. I'd like to invite you to join the most comprehensive and effective sales development course ever created, Stupar Sales Academy. Thousands of sales people from nearly every industry rely on the content within the Academy to sharpen their skills and increase sales and I would love to help you, too.
Join The Sales Lounge on Facebook
Download Our 2022 Sales Playbook for FREE
Discover the 5 plays you need to run in 2022 to have the best year ever.
We hate SPAM. We will never sell your information, for any reason.