How to Master the 8 Touches in Sales
Sales is not a one-time event, but a process that involves multiple interactions with the prospect. These interactions, or touches, are crucial for building rapport, trust, and value with the potential customer. In this blog post, we will explore the 8 touches in sales and how to use them effectively to close more deals.
1. Know me
The first touch is to get to know the prospect and their needs, challenges, goals, and preferences. This is where you do your research, ask open-ended questions, listen actively, and show genuine interest in the prospect. The goal of this touch is to establish a connection, identify a pain point, and qualify the prospect as a potential buyer.
2. Like me
The second touch is to make the prospect like you and your company. This is where you use rapport-building techniques, such as mirroring, matching, compliments, humor, and storytelling. The goal of this touch is to create a positive impression, build trust, and differentiate yourself from the competition.
3. Try me
The third touch is to offer the prospect a free trial, a demo, a sample, or a consultation. This is where you showcase the features and benefits of your product or service, and how it can solve the prospect's pain point. The goal of this touch is to demonstrate value, create urgency, and overcome objections.
4. Trust me
The fourth touch is to reinforce the trust and credibility that you have built with the prospect. This is where you use social proof, such as testimonials, reviews, case studies, awards, and endorsements. The goal of this touch is to validate your claims, reduce risk, and increase confidence.
5. Buy me
The fifth touch is to ask for the sale and close the deal. This is where you use closing techniques, such as trial closes, assumptive closes, alternative closes, and urgency closes. The goal of this touch is to get a commitment, handle any last-minute objections, and finalize the contract.
6. Rebuy me
The sixth touch is to follow up with the customer after the sale and ensure their satisfaction. This is where you thank them for their business, ask for feedback, provide support, and resolve any issues. The goal of this touch is to increase customer loyalty, retention, and satisfaction.
7. Refer me
The seventh touch is to ask the customer for referrals and introductions to other potential buyers. This is where you leverage the customer's network, reputation, and influence to generate more leads. The goal of this touch is to expand your reach, lower your acquisition cost, and increase your conversion rate.
8. Upsell me
The eighth touch is to offer the customer additional products or services that complement or enhance their original purchase. This is where you identify cross-selling and upselling opportunities, and present them as solutions to the customer's new or existing needs. The goal of this touch is to increase customer lifetime value, revenue, and profitability.
Conclusion
The 8 touches in sales are a proven framework for building and maintaining a successful relationship with your prospects and customers. By following these steps, you can increase your chances of closing more sales, generating more referrals, and growing your business.
