Sales and marketing, no matter the industry, is a function that virtually every organization needs to function. Remember, as someone who dutifully takes on this role, consider these tips in improving your chances of succeeding while fulfilling your organization’s goals. As a current sales representative and marketer, these 5 tips can translate to sales in virtually any and every industry.
1. Try to find out what information your buyer has on the product or service you sell.
As a salesperson, we are all trained on our offering and our competitor’s offerings. Yet we are not trained often to understand our prospect’s buying process. Our prospects will become our customers when they have the information that answers their most pressing questions and concerns.
2. Frame your pitch that best meets the needs of your prospect.
Known as “pain points,” your prospect is needing something resolved to bring them relief. For instance, I work with customers who are using medical therapies that are not sustaining their health. My pain point would be that if they do not consider an alternate therapy that may be more costly in the short term, the evidence suggests that their long-term health will be compromised.
3. Build connections with your prospects.
Find out as soon as possible why someone is your prospect. As a medical device salesperson, the most obvious influence on my prospect is their doctor’s wisdom and expertise. I have achieved success by building on my experience as a caregiver and as a patient, trying to understand as to what influences their doctor’s recommendations or consult as to what solutions can be offered by my product.
4. “We Are Talking About Practice Here”
Even though Allen Iverson, former NBA superstar, hated practice and moreso talking about it. However, he was quite successful because he was so talented. Just because you are talented and confident, that doesn’t mean you will be successful. You should prepare for every call to maximize your exposure. As a marketer, it usually take three encounters before you have built enough trust with your prospect.
5. Connect To You Prospects With As Many Channels As Possible
I work with plenty of prospects who have many different needs. Some of my prospects are only available through email. Others are only available in the evening and even others only prefer to work with salespeople in person. Remember to try to communicate information that your customer is most interested in getting them to move forward. Some are cost sensitive, others may be looking to understand the features of the product and others who are interested in the benefits of the product. Some prospects may considers all of these equally, but most will weigh some more than others. Keep channels open to allow the prospect to consume all of the information needed for them to make an informed and strong buying decision.
These tips will make you to build towards a consultative sales approach, allowing you to build rapport and limit buyer’s remorse. No one wants to have a prospect who chooses not to move forward because they did not know better or have one stuck with buyer’s remorse, generating no loyalty and future sales.