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The 5 Most Powerful Sales Techniques
The 5 Most Powerful Sales Techniques
Sales Techniques
Here are five simple yet incredibly
powerful sales techniques that are
responsible for over $1 billion in sales.
BY DAVID FINKEL, AUTHOR, 'THE FREEDOM FORMULA: HOW TO SUCCEED IN BUSINESS
WITHOUT SACRIFICING YOUR FAMILY, HEALTH, OR LIFE' @DAVIDFINKEL
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At business conferences I speak at, I often get asked, "If you had just five
techniques you could use to improve a sales process, what five techniques
been proven over the past 20 years of my selling career in various business
I've owned from selling products to services; from business to consumer sales
to business to business sales; from short sales cycles of less than 24 hours to
1. Magnify the pain and make the cost real, present, and
prospect articulate the real cost of their status quo. Here are some questions
"Tell me more..."
"Why is it you're finally dealing with this now? I mean, what sparked you
that you need to fix the situation now versus just living with it for another
year?"
2. Create scarcity and tap into the fear of loss. Nothing prompts action like
the competitive urge. It is hard wired deep into your prospect's brain. How
can you appropriately inject competition into the conversation with your
prospect?
"Mike, you shared that it is important that you get delivery and installation
by the first of next month. If that is the case I just need to bring up that I
would need to get the PO ASAP because we're entering into a busy season
Or...
"Sharon, we can only work with one client in this area because of the
standard non-compete we sign with any client. From your perspective, why is
over an over again? Rather than let the objections come up and then brute
force "overcoming" them, instead, preempt them. Address and dissolve them
before they are articulated by your prospect. This could be through the use of
a selling story, a better frame for the sale, or some other scripted mechanism.
4. Save a key sales objection to the end, and use that as a lever to close
the sale. This one says it can often be a powerful sales closing technique to
You: "So I'm hearing that you need the unit cost to be under $4,000. May I
units."
You: "Got it. Assuming we could get you that pricing, and I'm not sure we
can, but assuming we could, is there anything else that would stop you from
moving forward with the purchase? Or no, if you got that pricing you'd
Notice what you're doing is fleshing out any other objections before you
work to solve that final one, and making it clear that they have bought
The hardest person to sell to is not negative, he is apathetic. When you know
you have a key objection, sometimes it can make strategic sales sense to
leave it until the end and use that objection to create the emotion and
don't "sell" in the sense that they don't convince or talk somebody into
anything. The best sales person helps her prospect close himself. You do this
through asking great questions that build customer motivation and restating