10 Ways to Better Sales Success
Is the fear of selling holding you or your business back? Let’s face it, at some point or in some capacity we all will be required to sell to a client, sell a proposal to a colleague, a thought to your spouse or something similar.
As we have all experienced there are salespeople and there are salespeople. One type has been poorly trained, has no interest in selling other than as a form of income and launch straight into a monotone sales pitch for something you never expressed an interest in. The other exhibits many if not all of the ten attributes I will share below.
Give yourself and your team the best possible chance to close every sale by implementing the following ten secrets:
Get Organised – Set aside some time to plan your week or day setting priorities and timeframes to get things done. Track the jobs you get completed as motivation for the next day or week.
Key Issue – Discover what the client/customers main interest is or the basic need they have that needs addressing and focus on this.
Self Improvement – Continue to increase your knowledge as the more you learn the more you can adapt to help your client.
Personal Touch – Little will disappoint a client more than forgetting their name or face shortly after meeting them. If you tend to forget names easily devise yourself a system to remember them. If you know the clients name then use it!
Be Happy – Being happy, wearing a smile and being enthusiastic will be infectious and will go a long way to warming the customer to you!
Be a Good Listener – People love it when someone takes an interest in them, so ensure you ask open questions and intently listen and take in their responses. You have 2 hears and 1 mouth so use them in proportion and you will be surprised how well listening works as a sales technique.
Servicing – Sometimes you will need to give to receive something in return, consider what you can offer that is of little consequence to you but will mean much more to the client and you will find down the track you will be rewarded. It may be repeat business, a referral who knows.
Believe in Your Product – Your prospect is not going to believe in your product or service if you are don’t believe. Put yourself in the prospects shoes and convince them of the value.
Know the Client – Build trust and a relationship by taking an interest in the clients hobbies or mutual friends/associates.
Close the Sale – At the end of the presentation or process don’t be afraid to ask for the sale. Two things are going to happen, they will either say yes or no. If they say no ensure that you ask why because once you understand their objection you are one step closer to being able to resolve it and secure the sale.
If your sales team are looking for ways to improve then Watts Price Accountants offer a range of coaching solutions that will help you convert as many prospects to clients as possible. For a free consultation of your needs contact me today on 03 5382 3001 or at firstname.lastname@example.org.
Richard Kemp – Watts Price Accountants
The advice provided on this Article is general advice only. It has been prepared without taking into account your objectives, financial situation or needs.