Alright, so today I’m going to be teaching you a technique called GIFT and this helps you value their value. By that I mean, it helps you start a conversation with your prospects and really show you their value.
So if you have a problem with feeling like you’re coming off cold to a prospect, or you feel like you’re being pushy or too salesy, or even if you’re not quite sure how to start a conversation, this step in your sales process will give you an easy-to-remember process to start the conversation and become personable with the prospect in a way that makes you both feel like you’re having a chat like friends rather than a sales pitch.
To do this, all you have to do is remember, for a great conversation you give them a G.I.F.T. at the start. Now I’m not suggesting chocolates and roses for your prospects. But the G.I.F.T. acronym will hopefully make it a bit easier to remember the following:
First up, you need to greet your prospect. Easy enough. Say ‘hi’ and welcome them into your showroom or store. Or thank them for calling or coming to the meeting. Like most normal conversations you have, they start with ‘hi’.
Then you introduce yourself. Again, this just follows basic conversation flow. Once you’ve said ‘hi’, you follow up with who you are. For example, “Thanks so much for coming. I’m Katie from ABC Company.”
So once they know who you are, it’s time to ask questions and really focus on them. This does two things. First of all, it shows your prospect that you’re interested in them and their needs. And secondly, it allows you to find out more about your prospect and build genuine relationship with them. For example, you could ask, “have you built before” or “how long have you been looking at renovating your house?”
By focusing on them and following through on the first three steps of this formula, you’ve already set a good grounding for the final step, which is building trust. To do this, you simply need to offer some help. And just like when you’re focusing on them, you complete this step by asking questions. For example, if someone gave you a call enquiring about a new home build, your GIFT process could be as follows:
“Hi and thanks for calling ABC Building Company, you’re speaking with Katie.” And then you let them speak and they can ask exactly what they’re after. Then jump back in with, “Just so I can help you best, do you mind if I ask you a few questions?” Make sure you get their ‘yes’, of course, and then ask the questions like, “have you built before?”, “what’s the reason for the build?” or “have you already got your plans mapped out?” From here, you can begin offering your services and continuing through your sales process.
So give it a go. Give each of your prospects the GIFT at the beginning of each phone call, meeting or introduction. It will build up rapport and help your conversation flow smoothly from the start. Remember – greet, introduce, focus and trust.
If you liked this, go to http://tradescoaching.com/chat and book in to have a chat to myself or one of our coaches about how we can help you in your business.
Bye for now!