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Payroll Sales Pro Issue #28-3 Tips to Tweak Your Sales Technique
August 01, 2016
August 1, 2016
Sales techniques have evolved over the past few years; the “hard sell” rarely works well. Use these three tips to achieve greater sales by taking on a more of a “trusted adviser” role to consultatively solve your client’s problem.
”Most people think "selling" is the same as "talking". But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell
Payroll Talking Points-3 Tips to Tweak Your Sales Technique
Your role as a salesperson has changed over the past few years. In the past, the salesperson’s typical approach with a potential client was to do a presentation on the product or service offered highlighting the product features, then give pricing details and try to close the sale. Redefining your role to be less of a salesperson and more of a consultant who can help problem solve will help increase your sales.
Use these three tips to help you become less sales-y and more consultative:
1. Clear the clutter: This first tip sets the stage for successfully getting in to as many clients as you can without spending more time than you should on this task.
Eliminate all distractions during your prospecting activity. If you are making (warm or cold) calls to clients, make your all of your calls during one-hour time blocks that are free of all phone calls, text messages, email alerts, office conversations, and internet interruptions.
The “Do Not Disturb” sign is your best friend. Use it to your advantage, because as the old saying goes “the harder you work, the luckier you will get.” All prospecting activity you perform during the next 30 days will pay dividends during the next 90 days.
2. No money, honey: The quickest way to lose out on a sale in your meeting with the CEO or decision maker is to launch into a presentation. Or discuss price. Or product features.
Business owners don’t buy, they invest. If your product or service will influence a company’s strategic outcome and have a profound effect upon their business, money does not matter.
Your job here is to ask questions. In the case of payroll, ask about their Customer Service experience. Do they have a good relationship with their CSR? Do they even have a dedicated CSR or do they call into a call center? Have any issues that have arisen been taken care of promptly and to their satisfaction?,/p>
This is where you may uncover issues that you can help them solve. You become the consultant who can help them make their pain go away. To do this, use this third tip:
3. No pain, no gain: You need to do two things; create buyer dissatisfaction and create consensus around the change in order to win the sale.
You, as the salesperson, not only bear full responsibility for affecting this change, but you are also the biggest part of the value proposition. Until people reach their pain threshold, they are not compelled to change. By teasing out the issues your client may have, you can then make them aware of their “pain” and help them with a solution.
All it takes to refer payroll is to obtain a payroll invoice from the client, then send it to us and we’ll take it from there. When the client signs up with payroll, you get paid a residual commission for the life of the client.
Remember, PayPros can typically save them 20-25% over what they are currently paying and they will get a dedicated customer service rep that really knows them and the ins and outs of their business.
Ask them for a current invoice, send it to us, and when it closes you get residual commission for the life of the client.
For more detailed payroll Talking Points tips and information, see Payroll Tips and Techniques
Think you’re ready to earn Residual Commission for the life of your clients as a Payroll Referral Rep? Contact us by calling (888) 693-4611 or filling out the form at Best Business Payroll--How to Make Residual Commission
We’ll be glad to answer any questions you may have and look forward to helping you become successful in any way we can.
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