Being a great salesperson means being personable, approachable, adaptive, flexible and dynamic. If a salesperson follows a rigid process when asking questions or reading a script they tend to come off more like a machine rather than a person. Remember, people want to enjoy buying, so make it enjoyable for them. With that in mind, we collected eight tips that have proven to be invaluable from rookie salespeople to veterans alike.
8 Sales Secrets Used By Winning Salespeople:
- Avoid Prime Business Hours When Trying To Catch That Tough Prospective Buyer - This may seem counter-intuitive, but think about it for a moment. During prime business hours a prospect is more likely to be hard at work and unable to field any of your calls. But if you call at 8:00 a.m. or 5:15 p.m. they may be more willing not only to answer the phone but also hear you out.
- Ask Business Related Questions - Prospects want to be presented with products or services that are of value to them, and the only way to learn what they want or need is to ask them questions about THEIR business. Additionally, asking questions will show a prospect you are genuinely interested in them on a one-on-one level and not just going through a routine.
Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect
- Speak In Terms Of Benefits - That is to say, do not simply run down your company's list of features and benefits. Sculpt each sales story on a case-by-case basis so that every prospect you speak with feels that you are discussing services they would benefit from directly.
- ALWAYS Follow-up With A Prospective Buyer - Over the years, I have seen too many salespeople stop calling a prospective buyer after their first unsuccessful attempt at getting the sales process started. Just because someone is not interested in what you are selling today does not mean they will not be interested tomorrow. Remember, the salesperson that does not stay in touch is quickly forgotten by a prospect ready to buy.
- Give Your Prospects Something Of Value - People like information sent to them about their industry or ways to make a more educated purchase. By sending a prospective buyer an article or information they might find of interest you show them that you are thinking of them. It also adds a more personal touch to your interactions.
- Self-Assess Your Cold Calls - Self-assessment is one of the most useful tools at your disposal. There are numerous ways to record phone calls, so find one that suits you and record one of your cold calls so you can review your approach and learn what your strengths and weakness are. I also recommend you keep track of the calls you make in order to keep yourself honest. I have seen many salespeople fail due to lack of consistency when calling their database of prospective buyers.
- Pace Yourself When Prospecting For New Business - Prospecting for your next sale not only takes a lot of time it also takes a huge amount of effort and mental energy. To help you achieve sales success each month, pace your daily prospecting activities and maintain a set schedule. Taking this approach to prospecting not only prevents you from getting burned out or frustrated it also keeps your sales pipeline full.
- Be Casual And Inviting - As mentioned earlier, people like to buy from people they like and trust. And the most successful salespeople I have met are the ones who made a prospect feel at ease, smile or laugh. Remember, you are having a conversation with a prospect, not interrogating them.
Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect
Summary: Sales is hard work, there is no doubt about it. That is why it is so important to have a game plan and to always be looking for ways to improve your technique. There is a reason professional athletes practice in the offseason - no one stays on top of their game without regularly honing their skills through assessment and training. This rings true for salespeople, too.
No comments:
Post a Comment