21%.
Only 21% of marketing leads become customers.*
Because while lead generation and prospecting are not easy, the efforts required to acquire 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 representatives need to convince your prospects to collaborate. If they aren't satisfied, your prospects can decide at any time not to use your services or products!
How to convert your prospects into clients?
Questioning, presenting arguments, power dynamics, etc. Numerous techniques exist to ensure your sales meetings run smoothly and guarantee a better conversion rate!
Discover 3 of them today.
KEY #1: Adapt your sales pitch
The argument is a valuable ally in improving your sales effectiveness. Personalized to the person you are talking to, it helps convince your prospects by activating their emotional trigger.
While this tool can be a relevant technique to help you develop your sales strategy, it can sometimes be difficult to develop an effective argument alone and without any method.
The CAP method
An effective sales pitch must be able to answer all the questions your prospect asks themselves. Therefore, work on the technical characteristics of your product, its strengths, its weaknesses, its commercial characteristics... This will allow you to put forward the necessary arguments and anticipate your interlocutor's objections or questions.
The CAP methodology helps determine the characteristics of an offer to develop effective sales arguments.
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 motivators to use to encourage your prospect to buy:
Security – Pride – Novelty – Comfort – Money – Friendliness
Do you want to discover the characteristics of each lever and how to exploit them during your commercial exchanges?
Download our analysis grid combining the Features, Advantages, Proof, and Benefits (FAB) and SONCAS (Security, Pride, Novelty, Comfort, Money, Sympathy) methods to complete during your interactions to identify your contact's profile!
A rock-solid sales pitch thanks to CAP SONCAS!
Far too many salespeople present the same sales pitch to their prospects, and often the result is not very successful.
By combining the two sales techniques CAP (Features, Advantages, Proof) and SONCAS (Security, Pride, Novelty, Comfort, Money, Sympathy), sales teams increase their closing rate by deploying sales arguments tailored to the prospect's profile and their issues!
KEY #2: The art of questioning
While a good salesperson must be able to answer all of their prospect's questions, they must also know how to ask the right questions in order to obtain the maximum amount of information, enabling them to make the most appropriate sales proposal for the needs of their contact!
To master the art of sales questioning, your employees can use the SPIN Selling method.
This technique is based on 4 main types of questions that make your prospect aware, by themselves, of their real need to buy (or not) your product or solution.
With this method, the prospect becomes an active participant in their purchase!
The 4 types of SPIN Selling questions:
Ask your prospect about:
- Their Situation to define the context in which they are placed
- Their Problems to make them aware of the difficulties they are encountering
- Highlight the impacts of these issues to make him realize the potential consequences if no action is taken.
- Their “Need for Pay off ”, or needs to be met to make them aware of the benefits they can obtain when the problem is resolved.
Once awareness has been triggered by the right questions asked thanks to SPIN, all that remains for your salesperson to do is highlight the benefits that your offer brings, based on what your client has told you.
Your chances of closing the sale will be significantly increased!
After the theory, are you ready to put it into practice? Discuss with our sales method experts and test the effectiveness of your questioning!
KEY #3: Expert Advice
