Much has been written about how to be a good salesperson so I will not regurgitate what every sales manager and countless sales coaches have already told you. The “Always Be Closing” adage, the reminder that you should not be afraid to ask for the sale, and the importance of product knowledge have been driven into your head since your very first training session and are honestly nothing more than common sense. I have worked in sales for seven years in a variety of industries and can tell you that these five sales tips from a seasoned professional will increase your numbers and make you a star of the sales force.
Establish The Prospect’s Problem
All rational human beings take action in order to bring pleasure or prevent pain. Engage your potential customer, ask a few questions in the “fact-finding” stage, and establish what problem they have. Once you know the problem they have, you reach into your playbook and find one of your goods or services that can bring give them pleasure or take away pain. Become a solution master and you will be a sales success. It’s that easy.
When dealing with potential customers, try to interact with them in a way that makes them comfortable. Depending on the sort of sales you are in, you will encounter a wide variety of people and you must be able to speak in relateable terms. Being well-versed in dealing with a diverse client base can boost your sales and make sure that you are not confined to a niche clientele.
Let Your Product Do The Talking
One of the most common problems I have seen in B2B and commissioned retail sales is the sales associate who talks too much. Present the product and your proposed solutions and let the customer speak. This is how you learn what else you need to do for the sale. If you keep talking you might present new problems which will make your job more difficult or even cause you to lose the sale.
Don’t Overwhelm With Choices
Apple is so successful because their product line is simple, easy to understand, and has just enough options to cover the bases. Contrast that with the experience of shopping for a PC or Android mobile device, an experience that is overly daunting in many cases because there are hundreds of options before you. Present your customer with options but don’t overload them with all possible options because they will toil over it and you won’t be able to close the sale.
Value Added Benefits
Selling on price is one thing and has to be done to a degree, but it can lead to a vicious race to the bottom. Always mention the value-added benefits of the products and/or services that you are selling. This makes your product stand out against the competitors and shifts the focus away from the vicious spiral of merely price-matching.