People have been selling their goods, services and advice for centuries, but most sellers end up with fewer sales than they want. Part of the problem is unwise sales techniques or a lack of sales training.
The best sales tip we give at sales methodologies salt lake city are about listening. If you never stop talking, how do you expect to get the customer on your side? If you only and don't understand whether the customer even wants them, you can expect to fail.
We put together a few tips on basic sales training for you to try in your personal strategy and that you can share with your team to make your whole company better. Let's go over them one by one.
Let's talk about what you should do first, before you start talking to prospects. Know your audience and what they think about goods and services like yours. Do they know they could use a solution? Do they have an issue you can solve in a new way?
Now it's time to start hearing your prospects. Keep these top-shelf sales tips in mind:
- Find out what your prospects need. If they are pleased with their fixes to the problem you think you know the answer to, find out why. If not, find out what else they need. If they want parts of your products, you need to know this too. In the end, closing the deal is a one-on-one proposition. People who don't feel listened to, will rarely continue a business relationship with you.
- Use your own words to rephrase what they say. Known as reflective listening, this technique lets the prospect know that you are hearing them, that you care about it and are considering it, and that you are understanding accurately. Furthermore, this method clarifies their expectations.
- Sales are about feelings, in the end.Product details have their purpose, but making sales is ultimately about whether your client likes you and trusts you and what you're selling. Pay attention to feelings about being overwhelmed and tired, as these are issues you could perhaps solve. Also, listen for pleasant emotions such as relief, because this can get you closer to realizing your client's true needs.
- Know their motivations. Besides listening to the customer says he or she wants, find out what the actual motivations are. Often, this means boosting the bottom line but it can also mean something like improving efficiency, reducing stress and more.
- Don't tell people what to do. No one likes to be ordered around, but salespeople often end up doing this when they just go over their presentations without listening. Rather, talk about the benefits of your product or service and listen closely while the client talks, coming to understand why, in the process, your service is the ideal choice. You can coach the client along, but don't go further or you could lose it all.
- Just hold your tongue! Most salespeople go on and on, not realizing that they have lost their customer, who is now just trying to hang up or get away. You can talk about the benefits of your product and briefly discuss how you can offer solutions to their problems, but not unless you know what they expect.
- You aren't a mind reader. Remember that every individual is different, and that you can almost never guess what they really need. Get your ego out of the way so you don't think that you know more than they do. Rather, ask clarifying questions every step along the way.
These sales tips might not be intuitive when you start implementing them, but if you just give them a chance you will see that they work. Remember that most salespeople just rush through with their pre-written speeches, not considering these aspects. These salespeople fail. Join the ranks of success by quieting your mouth and proving that you really care.