21%.
Only 21% of marketing leads become customers*.
Because while lead generation and prospecting aren't easy, the efforts required to win new customers don't stop there!
The various exchanges between your sales representatives and your prospects represent a key moment in your sales process.
Your sales force must be able to convince your prospects to work together. If they're not satisfied, your prospects may decide at any time not to use your services or products!
So how do you convert your prospects into customers?
Questioning, argumentation, rapport de force... There are many techniques to ensure that your sales meetings go smoothly and guarantee a better conversion rate!
Discover 3 of them today.
KEY No. 1: Adapt your sales pitch
Thesales pitch is a key ally in improving your sales effectiveness. Personalized to the person you're talking to, it helps you convince your prospects by activating their emotional leverage.
But while this tool can be a relevant technique to help you develop your sales strategy, it can sometimes be difficult to devise an effective argument on your own, without any method.
The CAP method
An effective sales pitch must be able to answer all the questions your prospect has. Work on your product's technical features, its advantages and disadvantages, its commercial characteristics... This will enable you to put forward the necessary arguments and anticipate objections or questions from your contact.
The CAP methodology enables you to determine the characteristics of an offer, in order to develop an effective sales argument.
It is based on 3 essential aspects:
The SONCAS method
The SONCAS method, theorized by Jean-Denis Larrabet, is based on the psychological aspect of prospects.
This technique presents 6 major motivational levers you can use to encourage your prospect to buy:
Security - Pride - Novelty - Comfort - Money - Sympathy
Would you like to find out more about the characteristics of each lever and how to exploit them in your business dealings?
Download our CAP and SONCAS analysis grid, which you can use to identify your contact's profile!
CAP SONCAS for a solid sales pitch!
Far too many salespeople present the same sales pitch to their prospects, and the result is often not very successful.
By combining the two sales techniques CAP and SONCAS, sales teams can increase their signature rate by rolling out sales arguments adapted to the prospect's typology and their problems!
KEY No. 2: The art of questioning
While a good salesperson must be able to answer all the questions a prospect may have, he or she must also know how to ask the right questions in order to obtain as much information as possible, enabling him or her to make the sales proposal best suited to the prospect's needs!
To master theart of sales questioningyour employees can use the SPIN Selling method.
This technique relies on 4 main types of questions to make your prospect aware, on his own, of his real need to buy (or not) your product or solution.
With this method, the prospect becomes the actor of his purchase!
The 4 types of SPIN Selling questions :
Ask your prospect about :
- Its Situation to define the context in which it is placed
- His Problems to make him aware of the difficulties he faces
- The Impacts of these problems, to make him realize the consequences he risks if no action is taken
- His " Need for Pay off ", to make him aware of the benefits he can obtain when the problem is solved.
Once the right SPIN questions have been asked, all that's left is for your sales person to highlight the benefits of your offer, based on what your customer has told you.
Your chances of closing the sale will increase dramatically!
Would you like to put theory into practice? Talk to our experts in sales methods and test the effectiveness of your questioning!
KEY No. 3: Expert advice
