As a salesperson, have you ever thought about the fact that a customer can get a similar offering of your product or services but they can never get the unique sales experience which you as a sales rep can create?
I mean am not sure anyone is born with the sales gene, but there are highly interesting ways to go about it that it doesn’t have to look like you are forcing anyone to buy or patronize you.
One advantage of the sales department is that it will teach you how to better connect with people, how to better understand different people, and how to get just anyone on board.
This means you are in complete control of closing deals as a salesperson. So quit blaming failed deals on poor numbers, few leads, bad month, e.t.c rather consider tilting towards making your sales more buyer-centric and buyer friendly.
These Rules will help you achieve this:
1. Understand Your Customers
After getting the leads, what next? You need to understand that customers are different, while some customers don’t need much persuasion some others will like you to give them more detail about your product and enough time to make their final decision.
Understanding your customers will help you connect better with them and will give you an idea on how to SELL to them. Some basic details you should know about your customers are their Age, Marital Status, Occupation, Religion, Interest, Hobbies, Location Etc. For instance, A digital product will sell better to the younger generation than to the older generation.
2. Make it About Them
You can’t make many sales when you try to monopolize every conversation with a prospect, just like you will find it hard to listen and tolerate a self-absorbed acquaintance, customers don’t like listening to salespeople’s lengthy talk about their companies or offerings always remember that there’s a thin line between informative and irrelevant.
So to be able to get just anyone on board without seeming coercive, always try to make it about your customer. Every email you write, call you place and meeting you attend should be focused considerately on the buyer.
ALSO READ: HOW TO EFFECTIVELY FOLLOW UP ON SALES LEADS
3. Offer Something Really Great
Your ideal customer is more likely to ignore your marketing errors and buy your product if your offer is really great.
This strategy works even if the competition in your niche is huge. Give additional irresistible bonuses that will make the customer want to buy from you without thinking twice. Shoot a short video of your product in action, give them a free piece of really great content and get your customers excited for what’s next.
4. Make Research Before Reaching Out
If you give your attention to your potential customers by learning about them, it is more likely that you will get their attention reciprocally.
Before you attempt to engage prospects in a conversation find out basic details about them, what they do, what they are interested in. Pre-call research doesn’t have to take a long time and social media is at your disposal so there’s no excuse to call without knowledge of the basic details of a prospect.
You can find out about prospects on LinkedIn, Twitter (prospect’s individual account and company’s account), Company’s press releases page, Competitors’ press releases pages, Blogs, Company financial statements, Facebook, Google (prospect and company).
5. Make a Genuine Connection
It is important you know that every business transaction involves a genuine connection between individuals. I’m not talking about a deep relationship though.
To connect with people, you have to explain things in a way that sounds reasonable to them, the goal is to overcome their concerns and meet their needs.
The best way to do that is to genuinely connect with the customer and communicate using scenarios that resonate with them. That’s because people are not just motivated by logic and information, they’re also motivated by emotional and essential needs.
People like to hear about benefits, performances and what’s in it for them. So, after all your high profile sales pitch, it’s an emotional connection to stories and testimonials that they’ll remember. And that’s what will motivate them to go for it.
If you integrate these great tips into your DNA I assure you that you can get just anyone on board.
NEXT READ: SALES TIPS THAT WILL GET YOU TO THE DOOR OF YOUR B2B SALES PROSPECT
2 comments
Really helpful… Interesting contents here
Sales truly is one of the most important aspect to any business. Sometimes, customers tend to play the hard card but as you’ve pointed out, your offer and the ability to make a genuine connection (customer relationship) is key.
Great article.