The main function of a salesperson is to encourage customers to purchase goods or services that add value to their life. I often refer to salespeople as professional “mind maker-uppers.” If we’re looking to help our prospects reach decisions, then we really should take a look at our processes and ensure we are doing all we can to make buying a painless process.
Big decisions are always harder to make than smaller ones. As such, I encourage you to look at your paperwork process and pricing structure and ensure that your prospects are not turned off or confused by these. Can your existing contract process be replaced with a simple one-page form? Can you create simple offers and products within your business and distribute these so that customers can make a quicker decision?
Without a doubt, it’s far easier to make a decision if your fear of loss is removed. For example, more than eighty years ago, a pioneering retail company called Marks and Spencer introduced a “no quibble” returns policy. This action was a key factor in their significant growth, and today it is the UK’s leading retailer, with over 21 million people visiting the stores each week.
A number of actions exist that you can take straight away to bring your business to another level:
- Money-back guarantee
- Free initial period
- No success – no fee
- No contract
- Guaranteed results
- Attractive payment terms
If you are looking for more business, I encourage you to remove all potential fears and obstacles from your buying process and continue to make your own luck!