Tactics to increase conversion rate
- ALPHA Sales System
How do I do that? I QUALIFY them before presenting. My ALPHA Sales System emphasizes and builds strongly on the 2 components that MUST happen before I even present my products/services.
A TTRACT
L EVERAGE
P RESENT
H ANDLE
A CTION
If we want to improve our conversion rate, we need to spend time on qualifies prospects and filter out the rest. Imagine ONLY presenting to prospects that are hungry and wanting our products/services, how much easier selling would be.
- How may I help you?
“Hello, welcome to “Shop”. My name is “Name”. How may I help you?”
What would be your most instinctive response? For many of us, the usual answer will be “Just looking around”. If the Sales person presses on, most of us will abandon our purchase and leave the store. If this is the case, why then do we think our prospects are any different from us? Do unto others what you want others to do unto you. If we respond negatively to this greeting, so too will our prospects. As such, PLEASE DO NOT USE THIS STANDARD GREETING.
Instead, use a powerful HOOKLINE as your opening. What is a HOOKLINE? It is the bait in which you ATTRACT your prospects to create such a curiosity that they want to know more. There are some components you could include in your HOOKLINE to make it powerful, these includes :
- Taking away pain
- Giving Pleasure
- Creating Curiosity
- USP
Below is a funny video about “How May I Help You?”
https://www.youtube.com/watch?v=jCtml_r7c9Y
- Pain VS Pleasure
In order for us to effectively leverage, we need to discover which one of the 2 masters are more pronounced to our prospect, if we cannot, then it would be best to use both leverage of pain AND pleasure.
When I am selling, I use a lot of a technique called “Borrowing Arrows” from the ancient Chinese Classic “Romance of The 3 Kingdoms”. This technique allows me to draw out from my prospects what their motivations and hot buttons are. If I am unable to get a good read of the prospects willingness to buy or if I am unable to leverage the motivation to the point of strong desire, I will not present my product/services.
Watch this video from Tony Robbins on these 2 factors
https://www.youtube.com/watch?v=HeJPQRIhCHs
- FAB
- Black in colour
- Light weight
- Compact Size
- Water resistant
Most sales people make the mistake of thinking benefit is what the product/service will give to the prospect. That is not accurate. The benefit is actually what the prospect will get not what the product/service will do. It may seem like semantics but the net results are very different. 1 tells the prospect what the product/service does which is an external focus and the other is what the prospect will get which is relevant and internal focused.
- Prehandle
Objection handling is like a boxing match. In my opinion, in boxing, the best defense is a strong offense. As such, I usually love to present the top objections before the prospect brings it up. This way, I seldom get the same objections again. What this means is, I will speak of my own product/service shortfall before clients raise it.
I do this by 1st knowing what my most common objections are and then repositioning them into strengths or negligible weaknesses. Pre framing these objections into strengths prevents the prospects from using them as an excuse not to buy.
Let me share some examples :
- Property located far from the city : Becomes “a quiet serene, lush home for your future generations to grow up in”
- Property in middle of city : Becomes “Conveniently located”
- Management fees : Becomes “Well managed by professionals for our highly valued customers”
- Impulse Factors
- Greed
- People are greedy. They always want more for less.
- Fear Of Loss (Kia Si)
- People are afraid of losing out
- Jones’ Theory (Kia Su)
- People always want what others have and they don’t want to be the only person making a mistake
- Indifference
- The person who wants the sales more will not get the sales. Prospects can smell a shark from a mile away.
- Urgency
- If you are not urgent for your time, business must be slow and thus the product/service is likely not as good.
After studying NLP and other factors of psychology, I realise these Impulse Factors stem from the innate instinct to keep ourselves alive. What this means is, though we may logically know this, when faced with someone using these factors, our brains still jump into instinct and we are very likely to still buy.
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Soo Hoo Yoon Hunn
Internationally Licensed Master Trainer
Currently serving as the President of the Malaysian Association of Professional Trainers and Coaches (MAPTaC), Soo Hoo has been a trainer in the area of Subliminal Persuasion, Entrepreneurship and Mindset Breakthrough since 2007. In recognition of his achievements and contribution Soo Hoo is awarded with the prestigious Global Training & Development Leadership Award by The World HRD Congress in their Silver Jubilee Celebration.