Selling has been around as long as humanity, whether it's in the form of hawking jewelry, procuring food or sharing information. Regardless, sellers lack the skills or training they need.
The best sales tip we give at sales tips salt lake city revolve around listening. If you are always going on and on, how can you win your potential client over? If you just talk about why you and your product are awesome and don't understand whether the client needs them, of course you will run into push back and low sales.
Just as you like to discuss your own issues and what you have to offer, your sales targets like to talk about their own businesses or lives. Use the following list of techniques to i[ sales strategies or to pass on to with your coworkers and the sellers you manage.
The initial step in any successful sales transaction, however, is to know your sales targets. Do they know they could use your solution or product or are they experiencing a problem that's urgent? What other products are available and are they acceptable to the person? Have these answers before you begin.
Now it's time to start hearing your prospects. Think about this:
- Learn what your prospects want. If they are pleased with their own fixes to the problem you think you know the answer to, find out why. If not, find out what's missing. If they want parts of your proposed solution, you need to be aware of this too. In the end, closing the deal is about persuading one person at a time. People who don't feel listened to, will probably not continue a business relationship with you.
- Think about what the client is saying and rephrase it. Known as reflective listening, this habit lets the prospect know that you are hearing them, that you care about it and are considering it, and that you are getting it right. Furthermore, this technique clarifies what they expect from you.
- Emotions close sales.Product details have their purpose, but closing deals is really about whether your prospect likes you and trusts you and what you're selling. This is true even if they don't know it. Pay attention to feelings about being overwhelmed and tired, as these are problems you could help solve. It's also smart to listen for good emotions such as relief, because this can help you understand your client's true needs.
- Know what gets to them. Beyond listening to the customer says he or she needs, find out what the true motivations are. Generally, this means saving money but it can also mean something like improving inventory control, reducing work for them and more.
- Don't tell people what to do. No one likes to be ordered around, but a lot of would-be sellers essentially do this when they just go over their presentations without listening properly. Instead, talk about the benefits of your service or product and listen closely while the prospect talks aloud, coming to believe that, in the process, your idea is the best one. You can coach the conversation along, but don't go further or you could lose it all.
- Stop talking! Don't be uncomfortable with a few moments of silence, and try not to repeat your presentation or any part of it unless you're 100 percent confident the client doesn't yet understand. It's an insult to their intelligence! Moreover,you wouldn't want to put a client to sleep -- instead, you want them to feel special and important to you.
- You and your product are not as great as you think you are, at least not to people who aren't familiar with what you have to offer. Relax and remember that you can rarely know how anyone else feels or what they need without asking them. Clarify often, and remember that selling isn't about anything more than building relationships. If you really want to make more sales, try getting out of the way more often.
These sales skills might not be comfortable at first, but if you just give them a chance you will see that they work. Remember that most would-be sellers just rush through with their standard pitches, not considering their prospects' ideas at all. These salespeople are never successful. Join the ranks of sales victory by quieting your mouth and showing that you really care.