Selling more and faster is the dream of all sales representatives, regardless of their branch. But how can this goal be achieved?
Here are some tips and techniques that the best salespeople use that may help you improve your business:
1. Identify potential customers
When you’re looking for customers on the phone for the first time, or if you’re promoting a new product or service, don’t just think about selling during the first series of calls. You must give a description of your business and the services it offers, but more importantly, you must collect information about your interlocutor.
These first contacts allow you to better analyze what your way of working will be. It is important that you be insightful and identify your future clients, in this way you can make a better strategy so that your clients also remember you.
2. Achieve an effective message
An effective message must generate credibility with your potential clients. This requires in-depth research in your market.
A little secret is not to talk about your product or service, but rather to focus on the results. Simply put, your clients want to speak to a businessman, not a mere trader.
3. Send an email
Try not to call your potential customer too much, this can be annoying and kill the sale if your prospect simply decides to ignore you. Be natural, and next time send an email. In many cases this works better than making a second call.
The purpose of this email should be a bit more informal, trying to empathize as an equal with your client, and seem as little as possible someone who just wants to sell.
In the email, highlight your good ideas or offers of the moment. A very useful trick is to write the email, it is to start at the point where the last conversation ended, for example: “As a result of an observation in our telephone conversation last month, I came up with a way to …”.
4. Your customer is also your partner
“Your customers are not customers, customers are partners.”
That said, making sales immediately takes everything to another level.
If one of your partners needs something, why not let the sales department help you? If you are able to show your clients that your company has a steely morale about work, this will generally translate into the fact that the next time your client needs your kind of service, they will most likely come back to you. And not only that, it is also very likely that he will recommend you to others.
5. Increase sales
This is obvious, but take the time to ask yourself this key question: “What does my client need and are they not asking?” This is the best way to increase your sales. Take a survey of your customers, and if they think they don’t need anything, follow your intuition.
Develop a plan that suits the needs of your clients and present it to them, there is a good chance that they will change their minds.
6. Provide impeccable customer service
The secret to this is having confidence in your employees. Easy to say, but not so easy to do. However, making trust part of your work culture is a worthwhile game. If each transaction is aligned with a relationship of trust and working as a team, your effort will pay off and management will be easier.
The above does not mean that you should neglect your company, only that too strict policies are usually a barrier to easy management and a good work environment.
7. Take the initiative when closing a sale
At the end of a business discussion, the customer must know what he needs to know to make a decision. The “trick” in this situation is to subtly ask the customer to make a decision early, this can be done by saying “Why not try?” “I can give it to you today (or tomorrow).”
Always take the initiative at this point in your conversation with the potential customer.
8. Dealing with the client in person
It’s now or never for him to make a good impression. Turn off your mobile phone and start the demo. Never describe your product or service by reading notes or brochures. Make sure they are listening and understanding you. Do not use idioms of your own or your company, or words that you think all customers cannot understand.
You must be prepared enough to answer your client’s questions naturally.
9. Make a good demonstration
Whether it takes you five or fifty minutes to demonstrate, organizing your content and having a dialogue with your audience is the most important thing. Make sure you clearly present the basic idea of your project from the beginning, and then support it with three points to fully explain the benefits of your service or product.
If time is short, put aside stories or other data that you can spare so you can focus on the essentials.
10. Exceeds the sales quota
Some feel entitled to relax once their day’s sales have reached their quota. But why do that, if that is the moment when you can be the best. Instead of settling for your quota of sales made and laying to rest, keep making phone calls. This will bring many more projects to the business and it is the best time to show how far you are capable of going.
Your efforts will be more effective if you are always in action instead of stopping and starting over.
11. Plan your week effectively
Every night, write in your journal all the people you need to contact and all the projects that will be presented to you for the next day.
Also plan a time for your phone calls to cut down on the time spent driving if you have to travel to get to an appointment.
12. Customer loyalty
The hardest part is getting people’s trust. You must first create a personal relationship and trust follows. Feel free to put in a little more effort and help your clients immediately if a problem arises.
Always keep your promises. All this makes your clients feel safe with your sales advice.