Sales Techniques, Matching & Mirroring
o Matching the way your client sit to build rapport
o Speak the same way & voice tonality with client
o Pay attention to your client - try to pay attention to their workplace to see what intangible things they like or dislike, how they deal with work and etc.
o Make friend with their secretary/ PA
o When doing presentation, focus on the key people but do not neglect others
o Remember the sales staffs are important too because if the sales people buy the idea, marketing has to do it
o Future pacing your clients
o Breakfast meeting, lunch & learn meeting, wine & cheese meeting, webinars
o Follow up closely – call, voice mail, handwritten note, email, meeting… (average 17 touch points to make sales)
o Shorten the touch points and don’t take too long to revert or follow up
o Share success stories
o Visualise what you say : 12X bigger than Bkt Jalil Stadium (Allibaba website) we can put your project in front of the eyeballs
o Show and tell, let client see what you present
o Use different words to get them excited
We should control the conversation by asking!
Here is the discussion on how we can 2X up our sales in 30 days:-
§ 2X up activities to meet and propose to clients
§ Get more prospects
§ Work longer but have to be in smart way
§ Back to basic – 80/20 rules, focus on the 20% big spenders
§ Attend more property events
§ Be persistent (like a kid, never compromise untill they gotten what they wanted)
§ Build trust (sending hand written notes/ cards, do exactly what you promised them)
§ Create urgency (how to sell your inventory faster)
§ Strategic plan
§ Focus on most expensive and highly effective product
§ Be positive always
§ Upsell to existing clients
§ Make your daily, weekly & monthly game plan
§ Be a problem solver and attend to your clients need
§ Be responsive (respond immediately)
§ Integrated solutions (is like a whole meal deal, don’t forget to include case studies)
§ Prioritize your tasks
§ Brainstorming session between teams
Review – what was your goal yesterday, what did you achieve and what is your goal today?
